Podcast episode
Using "client voice" with your prospects (Rod Baptista, Account Executive I @ ZoomInfo)
30 Minutes to President's Club30 Nov 202229 min
Description
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Use the line “in order to be conscious of your time…” to lead into your post-opener statement. Jump into your research and follow up with a light question to earn another one. Use “client voice” to describe common challenges from your customers. Leverage those stories into open-ended questions to gauge fit. Demonstrate your understanding of their problem and use it to present a tailored pitch of your solution (we were made to solve this exact problem). PATH TO PRESIDENT’S CLUB Account Executive I @ ZoomInfo Sales Development Representative @ SalesIntel.io Business Development Executive @ Alliance Execut RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
Show moreShow less
Listen
Loading the recording
This recording could not be loaded.Open the audio file
Quoted on this wiki
Every place a page here uses this source, in the order the words come in it.
Info is their tenure at the organization. I'm always like, Hey, I know you've been with the company for five years now, a long time. How important is outbound net new business to you? Or if I see that they were a new hire, it's like, Okay, I see that you were recently chosen to join the company. Congratulations. “Are they growing the teams?” Is there a big focus on outbound new business? Use one fact, whatever it may be, tie it back to the direction in which you want to take the conversation. Love this. I want to go back to client voice. And the reason is it reminds me of this one time where I went to my living room when Nick and I were rooming together, and I walked in and I saw him wearing a tinfoil.
it, these kids won't dial, I'm a grouchy old man. My guess is you're not going, great, let's meet. Talk to me about the segue from you pulling information and asking questions to now you possibly giving information or telling them how you can solve that problem. “That's the transition to the value proposition.” That's basically leading up to me making an ask. So in the instance where you're like, boy, tell me about it. These kids don't want to dial. Nobody wants to work. And just the other day, I hired a kid to come in, and then he came, he showed up to the office 15 minutes later on his first day, and I'm like, boy, nobody, you know, back in my day, and you go on and on and on, right? I want to transition to the value proposition.
Is that going to land my way than if I were to call Armand and lead the conversation with him? So don't lead with your product. Don't lead with your company. In as much as it's possible, “lead with them. Lead with your prospect. Lead with your customer. All of this third-party content” that you're coming across, leverage it, but also read it. Pay attention to the language that they're using. Be a peer. And I'm kind of bleeding into other scopes, but lead with them. For a 60-second recap coming up soon.