Kevin "KD" Dorsey teaches discovery techniques that center on structured note-taking and problem-based questioning. He introduces the "T method" for capturing keywords, problems, impacts, and quantified outcomes, and recommends asking customers "what happens if nothing changes?" and "what is this costing you now?" to uncover the cost of inaction.
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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.
Then I wanna talk about this because, like, no one ever talks about taking notes. So I wanna share this with everybody because I think it's really important to show how to do this the right way. So I learned. I can't remember where I learned this. I wish I could because I would give them full credit. But it's called the T method, all right? You have to write down every key word that they are saying, any problem that they mention, when they talk about their buckets, when they talk about their why the impact and quantifier possible. But this is why it's called the T method. So if I write down, okay, they mentioned low cost, they mentioned saving for kids college, they mentioned call reluctance, they mentioned, you know, could potentially miss Q3 number, right? So you're writing it all down, but then your goal in the demo is how many times can you bring it over? So I've had reps actually, like draw the lines every time. You could just do the check mark. Like, okay, when's the last time I brought up call reluctance? When's the last time I brought up saving for the kids college, right? It's the T method, right? Because you draw that table, it's how many times can you pull it over into the demo itself. But then also, all of this needs to go into your salesforce, right? You never see these types of notes, right? Where, like the actual problems, the impact, the why, all of that. So the T method, crucial for note taking in discovery. Because also too, when you're taking good notes, it'll slow you down. It'll let them keep talking instead of you jumping in and talking over them. So that T methods are my favorite methods for taking great notes. Now, if you can get this in, right, and we're going to talk about where to put this, the cost is staying the same. These are also great discovery questions. So what happens if nothing changes? What happens if this is still a problem a year from now, what is this costing you right now? Right? What would be better after? Right, that's fine. We want to talk about, like, what it's causing now, this is the. I've talked about this in a few trainings now. If you're just selling a better future, you're missing the whole reason why people change, which is the now. Right. What's the cost of staying the same? Right? This is where you're trying to get them to, like, man, I have the impact that problem is having. And then the why they'd want to fix it. Agreeing to learning.
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