Doherty Facts
In 1980, Tim Doherty, opened his first staffing agency naming it this.
What is Quality Temp?
Give an up-front contact, including the key elements
purpose, time, Prospects agenda, our agenda, outcome
Name 2 job titles that Doherty would struggle to fill
CNC set-up/Programmer, Stainless steel Welder
What is a 3rd party story
How you’ve helped other companies similar to your prospect
The first cloned animal, a sheep, was named after this individual in 1996.
Who is Dolly Parton?
This band is known to be Billy and Val Doherty's favorite.
What is Journey?
How do you answer the question. "how are you different than your competitors?
Player must ask opened ended questions to find out about current agency or tell 3rd party story about why clients choose Doherty
What is the objective to the discovery meeting?
Identify pain, qualify prospect
Give me 3 open-ended discovery questions
examples:
This animal expels red sweat from their body.
What is a hippopotamus?
In 1991, the company expanded outside of the Minneapolis metro area, and into this city.
What is Mankato?
Give an example of a pattern Interrupt
This is a cold call, can i take 30 seconds to tell you why I called?
From the books CCS principles: provide 3 ways to make more calls
Batch your calls: Schedule dedicated calling blocks (e.g., 90 minutes).
Use a power list: Pre-build a list of 20–30 prospects before starting.
Eliminate distractions: Turn off email and notifications during call blocks.
Set micro-goals: Example: 10 calls before checking messages.
Leverage call prep templates: Reduce time spent thinking about what to say.
Track conversion metrics: Gamify progress to stay motivated.
Use pattern interrupts early: Shorten conversations that go nowhere.
Practice scripts daily: Builds confidence and speed.
Automate follow-ups: Use CRM reminders to avoid manual tracking.
Celebrate small wins: Reinforces momentum and consistency.
Give me an example of a credibility- based opening technique for a cold call.
This body part is the only place that dogs have sweat glands.
What are paws?
During this groundbreaking year, the company installed its very first computer system.
What is 1982?
What are questions in the Sandler Pain Funnel?
Tell me more, Be more specific, How long, what have you tried, Did it work, how much did it cost, how do you feel about that, Have you given up?
Give me an example of how to identify the ultimate decision maker in a company
Could you walk me through how purchasing decisions are typically handled at your company?
Besides yourself, who is involved in the decision-making process? How in the company would be responsible for signing the agreement?
What do you say when a Prospect says: “Just tell me your price.”
I understand price is important, I want to make sure I get you the best pricing available. To do that can I ask few more questions.
To make sure I can get you they best pricing available, I need to know what we would have to pay for work comp, does next Tuesday work for a site assessment?
This is the deadliest creature in the world, causing between 750,000 and one million human deaths per year.
What is a mosquito?
This location is where the company had it's first recruiting office.
What is Tim and Val's garage?
Use negative‑reverse selling with a prospect who says, 'Just send me some information.'",
should gently push back with a question like, 'Are you sure you want info? Most people tell me that means they're not really evaluating this.'"
It's not always what you say, but how you say it. Give me an example of the tone you would use for:-concern - uncertainty -inquisitiveness
- slow down, lower voice
- seem confused, need to help understand
-speed up tone, emphasize specific words
Using 3 pain points and emotional adjectives, give your best value prop statement
we help clients that are frustrated, worried, scared, uncertain etc..
This is the currently the closest living relative to the prehistoric T-Rex.
What is a chicken?