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236 (Sell) Get Ahead of Deal Killers by Asking Buyers the Hard Questions Upfront (Steven Bryerton, ZoomInfo)
30 Minutes to President's Club | No-Nonsense Sales
Validate Before You Proceed
Engaging with prospects requires careful questioning to understand their perceptions and needs. By probing for feedback, such as asking why a prospect rated their interest low, sellers can uncover concerns that might not be immediately obvious. It's crucial to address these issues before suggesting next steps, as premature proposals can lead to rejection if the prospect feels overwhelmed or pressured. Ensuring both parties recognize a significant problem that can be addressed is vital for moving forward effectively.
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