30 Minutes to President's Club | No-Nonsense Sales 236 (Sell) Get Ahead of Deal Killers by Asking Buyers the Hard Questions Upfront (Steven Bryerton, ZoomInfo)
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Jul 30, 2024 
Steven Bryerton, an SVP of Sales at ZoomInfo, shares invaluable insights into effective sales techniques. He emphasizes the importance of asking tough questions to gauge prospect enthusiasm and uncover their true needs. Bryerton advises tailoring your pitch by understanding what prospects discuss in internal meetings. He warns against overwhelming potential clients with software details that may lead to confusion or cost concerns. Recapping conversations and addressing specific client requirements are also key strategies to foster successful engagements.
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Go For The No Early
- Ask hard discovery questions early to identify deal breakers and negotiate effectively.
- Go for the no upfront to uncover true customer needs and negotiation points.
Drive For Needs, Not Wants
- Focus on your prospect's underlying needs, not just their expressed wants.
- Dig deeper to understand the root causes behind what they initially say they want.
Use PLAN To Drive Next Steps
- Use the PLAN method to structure next steps: Pivot, Logistics, Agenda, and Next steps with accountability.
- Clearly define mutual action plans to keep the deal process organized and on track.