30 Minutes to President's Club | No-Nonsense Sales #141 - Using "client voice" with your prospects (Rod Baptista, Account Executive I @ ZoomInfo)
7 snips
Nov 30, 2022 AI Snips
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Transcript
Episode notes
Leverage Third-Party Content
- Bring third-party content into sales conversations to build consultative credibility.
- Use industry reports or non-biased articles when they better align with the prospect's pain than your own collateral.
Speak In Client Voice
- Use 'client voice' to present peer perspectives instead of your own opinion.
- Phrase objections and trends as things "other VPs of sales are telling me" to increase credibility.
Use One Strong Personalization
- Personalize with one usable fact tied to your desired conversation direction.
- Spend 5–10 minutes per prospect finding a single data point you can tie to your value prop.