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30 Minutes to President's Club | No-Nonsense Sales
146 (Sell): Winning over the CEO by turning their team into champions (Henry Schuck, CEO & Founder @ ZoomInfo)
May 17, 2023
28:55
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Quick takeaways
- Setting up the next step is crucial for moving the sales process forward.
- Answering yes or no questions first and then elaborating helps maintain clarity and credibility.
Deep dives
Push for the next step on a sales call
It is important to set up the next step on a sales call, especially when things are going well and you have good rapport with the prospect. Many sales reps neglect to ask for the follow-up, decision-making process, or bringing power to the next call. Setting up the next step is crucial for moving the sales process forward.
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