Asking Buyers Hard Questions to Avoid Deal Killers (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
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