30 Minutes to President's Club | No-Nonsense Sales
Hall of Fame: Steven Bryerton
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.
39:38
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Quick takeaways
- Utilizing a scale of one to ten during sales calls helps gauge prospect enthusiasm and uncover hidden hesitations about the product.
- Understanding what prospects discuss in internal meetings allows sellers to tailor their pitch to resonate more effectively with decision-makers.
Deep dives
Discovery with the Intent to Negotiate
When conducting discovery calls, it is crucial to approach the conversation with the intent to negotiate rather than merely gathering surface-level information. This involves asking hard questions that may feel uncomfortable but ultimately lead to deeper insights into the client's needs and priorities. By aiming for a 'no' early in the conversation, sellers can better assess the viability of the deal and set the stage for future negotiations. Establishing this groundwork not only clarifies the client's motives but also equips sellers with valuable information to leverage later in the sales process.
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