#8 - Getting prospects to agree to their problem with killer discovery (Kevin “KD” Dorsey, VP Sales @ PatientPop)
Kevin “KD” Dorsey teaches us to get prospects to admit to their problems without asking unnatural, off-putting questions. Killer questioning tactics while still sounding human.Four Actionable Takeaways:Use problem ?’s ending in “so that _____ doesn’t happen.” Then give multiple choice.Use a slight downtone when hearing the response to get prospects to lean inUse bucket questions to get your prospect to agree to 1 of 2 problems they’re havingUse “I think this might make sense” before coming in hot with your value propKD’s Path to President’s ClubVP of Inside Sales @ PatientPopHead of Sales Development & Enablement @ ServiceTitanInsideSales Top 10 Sales Leader + Sales Development Executive of the Year======================Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc======================Gong: Improve your win rates, clone your best sellers: gong.io/30mpc======================Vidyard: Free Screen Recording and Video Creationists: https://www.vidyard.com/30mpc======================Dooly: Instantly stop your CRM suffering: https://bit.ly/3kSahgE ======================Skipio: The Sales Rep's Playbook for Texting in the Sales Process: https://www.skipio.com/30mpcFocus Areas: Discovery, Prospecting
30 Minutes to President's Club | No-Nonsense Sales
Audio is streamed directly from the publisher (pdst.fm) as published in their RSS feed. Play Podcasts does not host this file. Rights-holders can request removal through the copyright & takedown page.
Show Notes
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0
Kevin “KD” Dorsey teaches us to get prospects to admit to their problems without asking unnatural, off-putting questions. Killer questioning tactics while still sounding human.
Four Actionable Takeaways:
- Use problem ?’s ending in “so that _____ doesn’t happen.” Then give multiple choice.
- Use a slight downtone when hearing the response to get prospects to lean in
- Use bucket questions to get your prospect to agree to 1 of 2 problems they’re having
- Use “I think this might make sense” before coming in hot with your value prop
KD’s Path to President’s Club
- VP of Inside Sales @ PatientPop
- Head of Sales Development & Enablement @ ServiceTitan
- InsideSales Top 10 Sales Leader + Sales Development Executive of the Year
RESOURCES DISCUSSED