167 (Sell): Using Deal Friction to Drive Opportunities Over the Line (Alex Kremer, Founder @ Alluviance)

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