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
Mastering the Sales Discovery Phase
This chapter explores critical sales strategies, emphasizing the importance of asking tough questions to uncover the true needs of prospects. It introduces practical tools and techniques for enhancing the vendor review process and improving negotiation timelines, all while ensuring effective communication during sales calls. The discussion also covers methods to assess buyer readiness and internal dynamics within client organizations, ultimately guiding sales professionals toward successful deal closures.
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