Kevin 'KD' Dorsey gives a short sales-coaching monologue advising reps to avoid affirmative confirmations (e.g., 'good', 'great', 'awesome') during discovery calls. Instead, use low-tone interjections and pauses ('oh,' 'wow,' 'oh no', downtones) to plant doubt and elicit more information from prospects; example contrasts a flat 'okay, good' with a paused 'oh, no, really?'.
Stop confirming, especially in discovery, that they're doing the right things. Right. Remove the good. Great. Awesome. And replace it with. Oh. Ah. Wow. Oh, no. Shoot. Really? Ooh. Oh, no. You're at what you're doing again. You're planting seeds of doubt in what they're doing right now. That is the key of discovery. A good downtone and a pause. He can pull all sorts of information out of people. Right. So someone said, you know, will you keep using the pipeline example? Yeah, like my reps just they're not making enough call. Oh, no, really? That pause there brings so much more weight to it versus, like. Okay, okay, good. All right, Sweet. Awesome. Got it. No, no, no, no, no. I again, we're trying to plant doubt into the now. So the strategic downtowns plants even more doubtful.
#shorts THE POWER OF RECOGNITION: How Do You Empower People with Zoe Hartsfield
