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)
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.
39:38
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Quick takeaways
- Engaging buyers through tough questions allows sellers to uncover deeper motivations, fostering tailored solutions aligned with prospects' true needs.
- Recapping previous discussions and asking executives for feedback ensures alignment with their priorities, demonstrating investment in their specific challenges.
Deep dives
Actionable Insights for Cold Calling
The book on cold calling provides a detailed breakdown of each cold calling step, equipping readers with specific talk tracks to enhance their skills. It includes innovative features like QR codes linked to voiceovers, making it easier for readers to grasp the right tone and delivery for cold calls. In addition, the authors interviewed over 200 elite sellers, offering real-life examples applicable to various sales contexts. The advice shared in the book is substantiated by data collected from more than 300 million cold calls, ensuring it is both practical and grounded in real-world performance.
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