#167 - Progress your sales with healthy customer tension (Jen Allen-Knuth, Community Growth @ Lavender)
30 Minutes to President's Club | No-Nonsense Sales
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How to Keep the Conversation Altitude Appropriate for the Room
Sometimes you'll get technical people at the call who are pulling you into the weeds and they're going into a deep level of granularity. And the next thing you know, the angry CRO is clearly multitasking or on their phone. So can you talk about tactics that you use to keep the conversation at a level of altitude that is appropriate for the room? Yes. You want them to feel seen, heard, understood, not dismissed. The second tactic is I will actually position it as a reason for a one off call afterwards. It's just not the right time in place.
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