#19 - Mirroring your objections, giving prospects perceived control, and controlling the room (Adam O’Chart, Top AE at Gong.io)
Mirror the objection, then ask a loaded question for the anaconda squeeze
30 Minutes to President's Club | No-Nonsense Sales
September 2, 202027m 7s
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Show Notes
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Four Actionable Takeaways:
- Mirror the objection, then ask a loaded question for the anaconda squeeze
- Use slides to give prospects control and choice over what they want to discuss
- Ask your VP / CRO if they’re the type who wants to go really deep
- Tell ‘em your biggest concern is getting stuck in the demo. Keep tactical ?’s to a minimum.
Adam O’Chart: Path to President’s Club:
- Top producing AE at Gong.io
RESOURCES DISCUSSED