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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Things you can steal
236 (Sell) Get Ahead of Deal Killers by Asking Buyers the Hard Questions Upfront (Steven Bryerton, ZoomInfo) | 30 Minutes to President's Club | No-Nonsense Sales podcast - Listen or read transcript on Metacast
