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

Set Yourself Up for Success in Closing Through Discovery with Kevin "KD" Dorsey

Name: Set Yourself Up for Success in Closing Through Discovery with Kevin "KD" Dorsey
Uploaded: 2023-01-26T13:00:11+00:00
Duration: 48 s
Channel: Kevin "KD" Dorsey
Description: This content was created by Kevin "KD" Dorsey. This content was uploaded by Kevin "KD" Dorsey. This is a YouTube video titled "Set Yourself Up for…

26 Jan 2023 · 1 min

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This content was created by Kevin "KD" Dorsey. This content was uploaded by Kevin "KD" Dorsey. This is a YouTube video titled "Set Yourself Up for Success in Closing Through Discovery with Kevin "KD" Dorsey" (created 2023-01-26). The excerpt is an instructional monologue (single speaker labeled SPEAKER A) offering sales training on handling "upfront agreements" during discovery or sales calls—how to set expectations, propose appropriate next steps, and secure agreement to involve additional stakeholders. Although Kevin "KD" Dorsey appears in the video's title/metadata, the provided excerpt contains a single speaker and reads like a how-to/talk segment rather than a multi-speaker conversation.

Chapters

The upfront agreement's about setting up another call. If you listen to a lot of upfront agreements, you're asking for a decision, right? Like if you like what you hear today, is this something you'd be able to move forward? Whoa, we haven't talked about anything yet. Like we haven't done anything yet. So you can't go that far down. But you need to be thinking strategically what is the normal next step and if you're really trying to get to that next level, make that your upfront agreement. Hey, if you like what you see today and you think will solve XYZ problem, next steps will probably be pulling in Betty or Kim. If not, let me know. But if you do, we can go that route. Does that sound all right with you? Now you have agreement to that next step in the very beginning. So the upfront agreement done the right way helps you with your immobilizing and champion selling.