#8 - Getting prospects to agree to their problem with killer discovery (Kevin “KD” Dorsey, VP Sales @ PatientPop)
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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
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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
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A detailed readable summary organized by chapter or topic.
A navigable map of subjects, topic flow, and suggested chapters.
A comprehensive, source-grounded extraction of the reusable knowledge in an episode.
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A comprehensive extraction focused on health practices, protocols, claims, and safety caveats.
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