Live episode (Better Sell Better podcast) in which Kevin ‘KD’ Dorsey gives tactical sales coaching on working with mobilizers/champions, prepping demos, researching decision-makers (the ‘boss’ and committee), and recommending next steps/homework. Emphasis on guiding the buyer to ‘get what they want,’ conducting pre-research (name-dropping VPs), using champions to prep the boss, and doubling the quantity or quality of attendees for the next call (advice credited to Sam McKenna).
Chapters
Foreign.
Welcome to the live Better Sell Better podcast with your host Kevin Dorsey of Inside Sales Excellence, the number one Patreon group and YouTube channel for tech sellers and tech sales leaders where we dive in deep for tactical advice on how.
To book more meetings, close more deals.
Faster and lead sales teams to success. But we don't stop there.
We also focus on the person in salesperson.
We talk about mindset goals, time management.
And so much more.
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So now we're trying to get them what they want, right? Every step follows after this. This is where you're guiding them. Remember, they may not have bought a product like this before. Explain why getting other people involved benefits them. So who else should we pull in with this to give us the best shot of making this happen for you? It's usually X, Y or Z. And this is important y', all, especially for the bigger deals. Do your pre research. You should be able to name drop the VP of people or the VP of sales. Like name drop who you think should come next. This is part of that prep. Going into a demo, it's still shocking to me. Like reps trying to close multiple six figure deals, million dollar deals and they haven't done enough pre research to even know who to suggest should come next. Right? So this is the key. Once you know why I want it, everything comes back to it. And you're guiding me along, right? This is to help me get what I want. Now here's why pulling in someone else benefits me. Here's why pulling in the rest of the team benefits me is to help get me what I want. Remember this is the core of all this. Because if you're not helping me get what I want, I'll never be a mobilizer. Right. So then, sorry, I have a double slide here. The next we need to learn about the boss. What do they care about? How do they like to make decisions? What should I change or come ready with in the next conversation? Notice how we're still seating. Right? What should we include in the proposal? ROI testimonials? How did buying something like this go last time? Does the boss know about the problem and impact? Right? These are the things that you really need to start digging into. But again, you can only do it if you know they're sold. This is the difference. If you don't know they're Sold. And you start asking these questions, it sounds like you're being dismissive, but because you know they're sold and you set them up with, okay, well, I want to help you get what you want. Let's talk about Jimmy. Talk about Jimmy. Because we need to get Jimmy on our side to make sure this is something you can finally get in your hands. What do they care about? How do they like to make decisions? What should we include? How do we get them on the next call? Okay, we get them on the next call. Like, how do we prepare for it? You need to learn about the boss and the team. It's still shocking to me where someone will demo one of my managers, one of my directors, and then I get on the call, they know nothing about me. Now they're asking me random questions that I don't have the time or patience for. Versus they could have prepped with their champion immobilizer. And by the way, throughout this whole process, all of these are also tests and gates to see if you actually have immobilizer or champion. Because if they're not willing to share this stuff with you, if they're not willing to work with you, you don't have a champion or mobilizer. And again, you need to back up and see how you can turn them into. Right? So now step three, you got to learn about the boss and the committee. Step four, suggesting next steps and homework. This is where you really start to be the guide, right?
I learned this from Sam McKenna.
It was so goal. She said your goal should be either double the quantity or the quality of people on the next call. I loved this mentality. And just like this imagery, right? So if you're doing like a big sale and you're talking to one person, now we gotta go get two, you're talking to a director. Okay? Now we gotta go to a vp. You're trying to double either the quantity or the quality. Ideally both, if you can, for the next call, who should get involved? Again, I cannot stress enough. You may actually know better than your contact. If you're a sales rep and you're selling one deal a month, that's 12 a year. You know how many times I'm buying a sales engagement tool? One time, maybe ever, you'll know who to pull in better than I will. As a buyer. This is where you get to suggest, right. What homework needs to be done on both sides to give us the best shot. Right? This is where you are. You are suggesting and coaching them along. Like, okay, so kd, we already know you want this, we know this. Here's what's probably going to give us the best shot. Here's what I need you to do, and then I'm going to go do this. You need to blah, blah, blah, blah.
