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

Understand the WHY and Unsell Early with Kevin "KD" Dorsey

Name: Understand the WHY and Unsell Early with Kevin "KD" Dorsey
Uploaded: 2023-01-02T16:00:01+00:00
Duration: 58 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 "Understand the WHY and…

2 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 "Understand the WHY and Unsell Early with Kevin "KD" Dorsey" (created 2023-01-02). The excerpt is an instructional sales-coaching segment featuring Kevin "KD" Dorsey (speaking in first person) guiding how to uncover a prospect's personal "why," personalize demos, and frame product benefits as future outcomes (e.g., more reps hitting quota, board perception, resume impact). The content is a solo teaching/coach-style monologue rather than a multi-person dialogue.

Chapters

Why does that matter for you, right? Is it like for your kids you're trying to get that new car? Like, let's. Let's talk about this person to person for a second. Why does more money matter? Is that even really why you're doing this? Or is there another reason why now you're getting to the better future? Why? So now when you're going through your demo, you can compare the problem to the future problem to the future. It's no longer about just generating more pipeline. It's like, hey, you told me earlier that only half your reps are getting to quota. Like, this is going to help them get closer. Like, how are you going to feel when 80% of your team is getting a quota? How are they going to look at you? How's that going to look on your resume? How is that going to set you up for your board? What's the board going to say when now we're getting into that better future, right? So you have the why the problem, but then why they'd want to change and you want to go as individual as you possibly can. Why do I, as Kevin Dorsey, want to see this happen, not just as a vp, but as a person?