A short instructional excerpt from Kevin 'KD' Dorsey teaching problem-based discovery techniques for sales. The speaker emphasizes asking discovery questions that surface the immediate "cost of staying the same" (e.g., "What happens if nothing changes?", "What is this costing you right now?") to motivate prospects to agree that change is needed, rather than only selling a better future.
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. 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 what's the cost of staying the same? Right? This is where you're trying to get them to like, man, I have to change something. What would happen if at the end of the year you made no changes here? Well, just still be dealing with this, right? This is where you're getting them to agree like, again, a change is needed, but that cost is staying the same.
#shorts THE POWER OF RECOGNITION: How Do You Empower People with Zoe Hartsfield
