236 (Sell) Get Ahead of Deal Killers by Asking Buyers the Hard Questions Upfront (Steven Bryerton, ZoomInfo)

FOUR ACTIONABLE TAKEAWAYS

• Gauge your prospect’s enthusiasm by asking where they fall on a scale from one to ten, providing more insight than a simple yes/no question.
• Ask your prospect what they discuss in internal meetings to tailor your pitch to resonate with their executive team.
• Avoid showing too much software to prevent prospects from associating the product with unnecessary features and higher costs.
• Recap previous conversations and then ask the executive what you might have missed, ensuring you address their specific needs while demonstrating your product.

STEVEN'S PATH TO PRESIDENT’S CLUB

• SVP of Sales @ ZoomInfo
• VP of Sales @ ZoomInfo
• Director of Sales @ ZoomInfo
• Manager, Enterprise Sales @ ZoomInfo

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal