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.
wish it was a little easier. I'm just curious. That's when you ask either a very specific question, or you can ask a very broad question. It's like, what is your experience with the solution? Clearly you like it, you know, what has been your experience overall? One thing that's particularly important with competitors is you can't call their baby ugly. And so oftentimes, I'll start by “complimenting their solution. And I'll be like, honestly, like, usually, it's pretty good. A lot” of people really, really like it. But then you can switch to client voice. And you don't say, well, we're better for XYZ. But instead, what you can say is, there have been a couple times where XYZ people have switched from that to us. I don't know if that's going to make sense for you. But
phone? And he says, Hello? Yeah, the first 15 seconds of a conversation are incredibly pivotal. And ideally, you want to figure out the person's name, how to pronounce it, and which version of it they have. For example, my full name is Rodrigo. I never go by that these days. I always go on “And I look at people's recommendations at the very bottom to see the people that know” them best, the people that have recommended them. Does this person go by Michael? Or do they go by Mike? And in the case of Armand, I actually know people with your name. So it's familiar for me to pronounce it. But in the case of similar names that I don't know how to pronounce, it's really easy to Google how to pronounce Armand. And then there's usually a YouTube video by like the Dale
sales, they're telling me that, and then you can go with kind of like an industry trend or like, in this case, a global trend of like COVID changed the way people do business. I was kind of curious, how did that impact you? And it's always very important when you go down the common challenge route, that your “question and in an open ended fashion, you know, how are you seeing that?” How did that impact you? How are you tackling that? What's been the impact or whatever, or you give them maybe a couple of options, you know, in speaking with a lot of VPs of sales, they're telling me that outbound new business is tough. And one of the core ways in which their sellers are differentiating themselves is on the phone, right?
Quotes are verbatim and belong to their publishers. Where a quote has been translated, the original wording is kept below it.