8 (Sell): Getting prospects to agree to their problem with killer discovery (Kevin “KD” Dorsey, VP Sales @ PatientPop)

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

• Join our weekly newsletter
• Things you can steal