134 (Sell): Part 1: Connecting the dots in your discovery call (Kevin “KD” Dorsey, Sales Leadership Coach)

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FOUR ACTIONABLE TAKEAWAYS

• PPI (Problem, Pain, Impact): Get agreement on a problem, understand the pain the problem causes, and identify what that means for the buyer and the business.
• Use bucket questions to get problem agreement. Weave the top 3 problems into your opening questions. 
• When someone tells you what they want, restate it as a pain point. Turn solutions into problems. 
• The transition between discovery and demo is the perfect time for “might make sense”.

PATH TO PRESIDENT’S CLUB

• Practice Lead, Revenue Leadership @ Winning by Design
• VP of Inside Sales @ PatientPop Inc.
• Head of Sales Enablement & Development @ ServiceTitan
• VP of Sales @ SnackNation

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