Excerpt from a YouTube interview/talk (Kevin "KD" Dorsey) offering sales/demo coaching. The speaker advocates "story-selling" during demos and emphasizes three discovery outcomes a rep must surface—pain, the impact of change, and the prospect's willingness to change—warning that lacking any of the three leads to status quo/no decision.
This is really important on the discovery and demo. If I was on KD's demo, right and I was that rep doing that man, I tell you what, I'm gonna story sell. I'm like Katie, tell me how you address it today. Tell me about that problem. Why do you think that matters? You got, you got 99 problems. Why is that making the list? Why can't you just solve this yourself? Why are you taking the time to talk to me? What is it in my email that again? I'm going to go back to those three things. I need a pain, I need Katie to understand there's an impact to changing it and I need to see that he has a willingness to change. If he doesn't have all three of those things why am I offering the solution? I'm just going to end up in status quo, no decision if I don't get those three things from him.
#shorts THE POWER OF RECOGNITION: How Do You Empower People with Zoe Hartsfield
