#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 Do You Know if You're Getting a Hardball Question?
In Daniel Kahneman's thinking fast and slow he describes the brain as operating at all times in one of two systems. When you're engaged in some of these automatic activities system two means your pupils are dilated and you're thinking hard like a math problem or maybe somebody asks you a super challenging question. The common challenge for us at Vorsight is a really well crafted question that they're going to want to answer.
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Transcript
