The Daily Sales Show How to Build Smarter Discovery Questions With Buyer Signals
Urgency cannot be created, only uncovered. Most reps mistake a polite yes for a real one and fill their pipeline with meetings that go nowhere.
James Buckley sat down with Brendan Hofferty, SMB Outbound Sales Development Manager at ZoomInfo. Brendan's framing: stop fishing in the ocean and fish in a barrel, because the best opportunities are already raising their hand.
Ask how, not whether
"Are you familiar with ZoomInfo?" earns a one-word answer, which is what you cannot afford in the first ten seconds. "How familiar are you with ZoomInfo?" opens the conversation either way. Same with how are you currently generating new business, instead of are you taking on new business.
James drops the question entirely and makes a casual statement. Selling to Salesforce admins, he stopped asking do you use Salesforce and started saying oh, you know Salesforce, which got him volunteered detail instead of a yes.
Stop accusing people with your own signals
Instead of I saw you were on our pricing page, Brendan teaches: I saw some website activity coming from your domain, and typically that means your team is looking for better contact data. Not sure if that was you.
One version tells the prospect what they did, the other opens a conversation. Even when the signal is right, people forget or it was a colleague, and now you are arguing about a fact instead of talking.
James's rule for the same habit: if your writing contains I saw or I noticed, paste it into your AI and ask it to remove unnecessary words.
Match the pain to the person, not the company
A VP of Sales cares about pipeline. A director of marketing cares about attribution and lead quality. A CEO cares about revenue growth. Pitch the wrong one and you get told you have the wrong person.
James's later-stage question for finding who actually matters: if this goes well and you move forward, who gets held over the fire for whether it works? That is who you build the relationship with, because champions are not always good internal sellers.
Get one of three things from every qualified call
Brendan's standard. A meeting is priority one, Director and above. You will not book one every time. Second best is a referral. Third is information you can use on the next call.
The referral move is worth stealing. When you reach someone who is not the decision maker, do not ask permission to mention the conversation. Thank them, let them go, then open the next call with what you learned: I spoke with Luis, he told me this and this, so we should probably talk. Pushback is rare unless you invent a referral you never got.
James on why more people do not do it: salespeople invent reasons not to, and it is only fear.
The question that exposes a fake decision maker
James's, and the best single line in the episode: what happened the last time you tried to buy something like this? If they cannot answer, they have never done it.
Brendan checks the org chart for anyone holding the same title, since a peer can usually make the same call, and asks at wrap-up whether anyone else would need to be involved.
The Speakers:
- James Buckley, Host, Sell Better
- Brendan Hofferty, SMB Outbound Sales Development Manager, ZoomInfo
Catch The Daily Sales Show live
Explore our YouTube Channel
Thank you to our sponsor: ZoomInfo