#19 - Mirroring your objections, giving prospects perceived control, and controlling the room (Adam O’Chart, Top AE at Gong.io)
30 Minutes to President's Club | No-Nonsense Sales
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How to Get Your Client to Talk About Their Priorities
The biggest concern that I always have is we spend a lot of time digging into something and building a business case on a call. The way that your pitch is structured should typically in line with your value prop. If there's a misalignment between what they told me before and there, well then I have to start getting creative and find out what's really important. 95% of the time, it's going to align with what we ran in discovery.
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