Kevin "KD" DorseyFounder of Sales Leadership Accelerator - The #1 Sales Leadership Coaching Program to Transform your Org and your Life

Decision-Maker Versus Approver: How to Empower a Mobilizer with Kevin "KD" Dorsey

Name: Decision-Maker Versus Approver: How to Empower a Mobilizer with Kevin "KD" Dorsey
Uploaded: 2023-01-30T22:45:00+00:00
Duration: 48 s
Channel: Kevin "KD" Dorsey
Description: Short instructional excerpt from Kevin "KD" Dorsey (YouTube video) explaining the sales enablement technique of 'seeding' and 'priming' during demos…

30 Jan 2023 · 1 min

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Short instructional excerpt from Kevin "KD" Dorsey (YouTube video) explaining the sales enablement technique of 'seeding' and 'priming' during demos: strategically dropping hints and suggested next steps throughout a presentation so the audience gradually adopts the idea and feels ownership, making agreement at the end easier. The speaker gives example phrasings and emphasizes repetition over the course of the demo.

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But seeding and priming means, like, dropping hints, dropping ideas throughout a process. So by the end, it's very easy to agree to, and oftentimes, they even think it was their idea. So throughout the entire presentation, you're seeding next steps. So when we show this to the group, they're really going to want to see this. When we pull in, Kim, this is going to be an area that she really is going to want to dive into. Your team is going to love to see this. When we cover this again, we'll go even further in depth. Do you hear what I'm doing there? I'm planting the seed throughout the demo that, one, there are next steps, and two, what are they? Right. So by the time we get to the end of the demo, they've already been hearing this idea for the last 25, 30 minutes.