Tactics for Problem-Based Discovery with Kevin "KD" Dorsey

This episode of the Live Better Sell Better Podcast features your host, Kevin "KD" Dorsey. He rounds out the discussion on how to perform problem-based discovery by providing tips and tactics on notetaking, asking about the cost of staying the same, and learning how to save some of your questions for the demo.

HIGHLIGHT QUOTES

Don't just sell a better future as people change because of the NOW - KD: "The cost of staying the same. These are also great discovery questions. So what happens if nothing changes? What happens if this is still a problem a year from now? What is this costing you right now? What would be better after? That's fine. We want to talk about what it's causing now."

Ask the minimum amount of discovery questions so you can ask more during the demo - KD: "Keep your powder dry. Save some questions for the demo. So often, every once in a while, someone takes me through a great discovery but then they ask nothing in the demo because they asked all of their questions. Discovery can be 7 to 10 questions."

 

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