#214 - Using Deal Friction to Drive Opportunities Over the Line (Alex Kremer, Founder @ Alluviance)
30 Minutes to President's Club | No-Nonsense Sales
October 17, 202331m 20s
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Show Notes
FOUR ACTIONABLE TAKEAWAYS
- Leverage the power of 7-38-55: 7 percent of meaning is communicated through words, 38 percent through tone, and 55 percent through body language.
- Encourage friction in your sales cycle; it means that your customer is engaged.
- When showing a demo, tell your customers what you're gonna show, show 'em, then tell them what you showed.
- The "Barack Obama Objection Response" - When you get hit with an objection, acknowledge factors impacting their perspective and ask if they would be open to hearing a different perspective.
PATH TO PRESIDENT’S CLUB
- Founder @ Alluviance
- Director of Sales @ Catalyst Software
- Director of Sales, Commercial @ Outreach
- Senior Director, Corporate @ Outreach
- Territory Account Executive @ Microsoft
RESOURCES DISCUSSED