#141 - Using "client voice" with your prospects (Rod Baptista, Account Executive I @ ZoomInfo)
30 Minutes to President's Club | No-Nonsense Sales
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How to Transform a Sales Conversation Into the Value Proposition
Chris Voss in Never Split the Difference talks a lot about how as a hostage negotiator if you wanted to like just get someone to keep talking repeat literally repeat the last word as they said back to them. So first I want to active listen I want to use some of the exact language they used and be like other VPs of sales are telling me nobody wants to work these days I hear that literally all the time right active listening is the first sort of big half of that and then the second big half is when I transition into the why we exist Simon Sinek talks a lotabout the golden circle where people don't buy what you do first they buy why you do it at
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