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
Join our weekly newsletter
Things you can steal
167 (Sell): Using Deal Friction to Drive Opportunities Over the Line (Alex Kremer, Founder @ Alluviance) | 30 Minutes to President's Club | No-Nonsense Sales podcast - Listen or read transcript on Metacast
