Kevin "KD" Dorsey shares sales coaching tactics for making buying easier: recap next steps clearly, coach your contact on what to say, and role-play scripts to avoid language like "automation" that kills deals. He uses examples from past deals like Snack Nation to show how helping buyers navigate internal conversations closes more sales.
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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. So thank you for listening and if you're interested, head on over to patreon.com InsideSalesExcellence now with that, grab a notepad, get ready, and let's dive into the good stuff.
So now we get into a little bit of recap and coaching. So first of all, recap what each side is going to do and why this is important. Coach them. Everyone talks about coaching, like their contact, but we don't actually coach them. Do they know what they're going to say? Do they know what they shouldn't say? This is important, right? This is working with your contact. Like, okay, we're going to talk to Jim. Here's what happens with a lot of the gyms of the world. We got to avoid saying things like, yeah, it's an email automatizer. Avoid that because they always freak out when they hear the word automation. Or we really need to make sure that we don't say xyz. Think about what y' all are watching right now. You're getting coached on how to sell. You have a manager who helps you sell. You have a playbook who helps you sell. But dear old little me buying your software, nothing, right? Ask me to say it back. Role play it with them, right? Like, this is also, again, it's a gauge of true interest. Of like, okay, let's do this real quick. So if Jim says, oh, that's way too expensive. Like, what do we say? Right? If Jim says xyz, like, how should we handle that? Like, this is what I've seen work across the deals I've closed this year is when X is said or Y is said. Like, do you feel comfortable having those conversations? That was one of my favorites from my reps and the bigger deals, coaching the contact. Cause especially at Snack Nation, all we ever sold to was office managers. So we got really, really good at this. But also asking that question, I mean, do you feel comfortable having this conversation with Karen or could we do it together? Right? You're gauging that interest and the ability of your champion to do it. Because think about this for one second. How do you think most of these conversations go, a manager comes to me and says, hey, I'm interested in this tool. What's the first question I ask? What is it? Well, it's an email automatizer. No, no, I don't want to automate. No, I don't. Conversation's already dead, Right? But say, well, it's an email automatizer. Next question I'm going to ask. How much does it cost? Well, it's 60 bucks ahead. Nope. Versus, hey, when you talk to Kevin, you want to open like this? Hey, so you know how a lot of our reps aren't getting to their pipeline numbers right now? I think I know why. We're only sending 20 emails a day, and in order to get to the numbers we need to, we should be pushing 70 or 80, but they don't have time to do that. I talked to the company that might be able to solve that. Could I show it to you? Whoa. Now you've coached your contacts. Send them the email, send them the script, work with them, help them buy. So often we just set up our contacts just to be butchered in these meetings because they don't know what to say. Help them recap and post them. So important.
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