#180 - Driving deals with show & tell through heaven & hell (Alex Kremer, Director of Sales @ Catalyst Software)
30 Minutes to President's Club | No-Nonsense Sales
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How to Tell a Story in a Demo Call
So Alex loved the tell shows tell this is largely referring to how you go through key riffs in your demo and attach them to the things that you learned about them in discovery. So after you've done tell show tell a few times what are other ways that you're pulling talk tracks from them so let's put it this way if I am trying to sell somebody a convertible I'm not going to get in the convertible and drive it around as they sit on the sidewalk and watch me drive itI want them to be sitting in the driver's seat with their hand on the shift and feeling the wind blowing through their hair so I'm going to tell a story throughout the process but there
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