236 (Sell) Get Ahead of Deal Killers by Asking Buyers the Hard Questions Upfront (Steven Bryerton, ZoomInfo)

FOUR ACTIONABLE TAKEAWAYS

Gauge your prospect’s enthusiasm by asking where they fall on a scale from one to ten, providing more insight than a simple yes/no question.

Ask your prospect what they discuss in internal meetings to tailor your pitch to resonate with their executive team.

Avoid showing too much software to prevent prospects from associating the product with unnecessary features and higher costs.

Recap previous conversations and then ask the executive what you might have missed, ensuring you address their specific needs while demonstrating your product.


STEVEN'S PATH TO PRESIDENT’S CLUB

SVP of Sales @ ZoomInfo

VP of Sales @ ZoomInfo

Director of Sales @ ZoomInfo

Manager, Enterprise Sales @ ZoomInfo


RESOURCES DISCUSSED

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