30 Minutes to President's Club | No-Nonsense Sales Hall of Fame: Steven Bryerton
18 snips
Nov 25, 2024 
Steven Bryerton, SVP of Sales at ZoomInfo, dives into the art of sales negotiation with a wealth of experience. He emphasizes the importance of gauging prospect enthusiasm with a simple scale and tailoring pitches based on their internal discussions. Bryerton advises against showcasing excessive software features that could inflate costs and stresses the need to recap past conversations to ensure all needs are addressed. His insights on mastering discovery calls and executive demos offer practical strategies for closing deals successfully.
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Discovery for Negotiation
- Use discovery to prepare for negotiation, not just fact-finding.
- Go for the "no" early on by asking tough questions to understand prospect's limits.
Needs vs. Wants
- Focus on the prospect's underlying needs, not their stated wants.
- Dig deeper to understand the real drivers behind their requests.
The PLAN Acronym
- Use the "PLAN" acronym to structure next steps: Pivot, Logistics, Agenda, and Next steps with expectations.
- Ensure mutual accountability by creating a joint action plan.