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Use This Discovery Call Formula to Get More Demos Booked | Kevin Dorsey | Ep. 295 (Sell)
MP3•Episode home
Manage episode 472006348 series 2782528
Content provided by Armand Farrokh & Nick Cegelski, Armand Farrokh, and Nick Cegelski. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by Armand Farrokh & Nick Cegelski, Armand Farrokh, and Nick Cegelski or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://podcastplayer.com/legal.
🎁 Save $50 — Get our step-by-step discovery video course for just $249 with code PODCAST
https://www.30mpc.com/course/discovery-course
--
FOUR ACTIONABLE TAKEAWAYS
- Match Tonality to Questions: Tone discongruence kills trust. If your tone doesn’t match your question, prospects get skeptical. Adjust your delivery to align with the intent of your ask.
- Don’t Push Economic Impact Too Soon: Mid-level managers may not care about bottom-line impact. Save deep financial discussions for decision-makers who influence the balance sheet.
- Three Levels of Problem Questions: First, identify the problem. Second, uncover its effects. Third, quantify the impact in time or money to drive urgency.
- Use Questions with Leads: Instead of open-ended asks, provide multiple-choice-style prompts. This makes answering easier and positions you as an informed advisor.
KD'S PATH TO PRESIDENT’S CLUB
- CRO @ Finally
- SVP of Sales and Partnerships @ Bench Accounting
- Practice Lead, Revenue Leadership @ Winning by Design
- VP of Inside Sales @ PatientPop Inc.
- Head of Sales Enablement & Development @ ServiceTitan
- VP of Sales @ SnackNation
RESOURCES DISCUSSED
- Read: Join our weekly newsletter
- Steal: Templates, drips, scripts
487 episodes
MP3•Episode home
Manage episode 472006348 series 2782528
Content provided by Armand Farrokh & Nick Cegelski, Armand Farrokh, and Nick Cegelski. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by Armand Farrokh & Nick Cegelski, Armand Farrokh, and Nick Cegelski or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://podcastplayer.com/legal.
🎁 Save $50 — Get our step-by-step discovery video course for just $249 with code PODCAST
https://www.30mpc.com/course/discovery-course
--
FOUR ACTIONABLE TAKEAWAYS
- Match Tonality to Questions: Tone discongruence kills trust. If your tone doesn’t match your question, prospects get skeptical. Adjust your delivery to align with the intent of your ask.
- Don’t Push Economic Impact Too Soon: Mid-level managers may not care about bottom-line impact. Save deep financial discussions for decision-makers who influence the balance sheet.
- Three Levels of Problem Questions: First, identify the problem. Second, uncover its effects. Third, quantify the impact in time or money to drive urgency.
- Use Questions with Leads: Instead of open-ended asks, provide multiple-choice-style prompts. This makes answering easier and positions you as an informed advisor.
KD'S PATH TO PRESIDENT’S CLUB
- CRO @ Finally
- SVP of Sales and Partnerships @ Bench Accounting
- Practice Lead, Revenue Leadership @ Winning by Design
- VP of Inside Sales @ PatientPop Inc.
- Head of Sales Enablement & Development @ ServiceTitan
- VP of Sales @ SnackNation
RESOURCES DISCUSSED
- Read: Join our weekly newsletter
- Steal: Templates, drips, scripts
487 episodes
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