#439 - Use This Discovery Call Formula to Get More Demos Booked | Kevin Dorsey
30 Minutes to President's Club | No-Nonsense Sales
March 18, 202536m 39s
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Show Notes
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FOUR ACTIONABLE TAKEAWAYS
- Match Tonality to Questions: Tone discongruence kills trust. If your tone doesn’t match your question, prospects get skeptical. Adjust your delivery to align with the intent of your ask.
- Don’t Push Economic Impact Too Soon: Mid-level managers may not care about bottom-line impact. Save deep financial discussions for decision-makers who influence the balance sheet.
- Three Levels of Problem Questions: First, identify the problem. Second, uncover its effects. Third, quantify the impact in time or money to drive urgency.
- Use Questions with Leads: Instead of open-ended asks, provide multiple-choice-style prompts. This makes answering easier and positions you as an informed advisor.
KD'S PATH TO PRESIDENT’S CLUB
- CRO @ Finally
- SVP of Sales and Partnerships @ Bench Accounting
- Practice Lead, Revenue Leadership @ Winning by Design
- VP of Inside Sales @ PatientPop Inc.
- Head of Sales Enablement & Development @ ServiceTitan
- VP of Sales @ SnackNation
RESOURCES DISCUSSED
- Read: Join our weekly newsletter
- Steal: Templates, drips, scripts