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This episode of the Live Better Sell Better Podcast features your host, Kevin "KD" Dorsey. Deals are won and lost in the beginning during discovery. And to set it straight, discovery is NOT qualification. Qualification is done before discovery or throughout the presentation. It answers the question "can they?" while discovery answers the question "should they?"
HIGHLIGHT QUOTES
The most important goal of discovery is to get the buyer to agree to a problem - KD: "Let's talk about the goal of discovery. What is the actual goal? First bullet point: to agree to a problem. If you forget everything I say right now, except for this, you could stop the presentation right now and go listen to all of your discovery calls and go how often am I getting them to agree they have a problem?"
Live Better. Sell Better. is sponsored by our proud partner:
Vidyard | vidyard.com
Chili Piper | chilipiper.com
Rocket Reach | rocketreach.co
Orum | orum.com
Clari | clari.com
This episode of the Live Better Sell Better Podcast features your host, Kevin "KD" Dorsey. Deals are won and lost in the beginning during discovery. And to set it straight, discovery is NOT qualification. Qualification is done before discovery or throughout the presentation. It answers the question "can they?" while discovery answers the question "should they?"
HIGHLIGHT QUOTES
The most important goal of discovery is to get the buyer to agree to a problem - KD: "Let's talk about the goal of discovery. What is the actual goal? First bullet point: to agree to a problem. If you forget everything I say right now, except for this, you could stop the presentation right now and go listen to all of your discovery calls and go how often am I getting them to agree they have a problem?"
Live Better. Sell Better. is sponsored by our proud partner:
Vidyard | vidyard.com
Chili Piper | chilipiper.com
Rocket Reach | rocketreach.co
Orum | orum.com
Clari | clari.com
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Welcome to the Live Better Sell Better podcast with your host Kevin Dorsey of Inside Sales Excellence the #1 Patreon group and Youtube Channel for tech sellers and leaders.
Where we dive deep into tactical advice on how to book more meetings, close more deals, and lead sales teams to success.
Inviting the top experts in the software sales world to talk about every topic you can think of. From Cold Calling, Closing Deals, Storytelling, all the way to Sales Management and Brand Building.
We leave no topic untouched.
PLUS - This show is all about tactical advice, no fluff, no long backstories, just the juicy details.
But we don’t stop there, we also focus on the PERSON in sales person, making sure we also take care of that too. Mindset, mindfulness, goal setting, stress management, we cover it all.
Thank you for listening, and if you’re interested head on over to www.patreon.com/insidesalesexcellence to learn more.
Now with that, get ready, grab a notepad & let’s get into the good stuff!