#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 Make Your Demos Stay on Track
The more you click in a demo, the less effective that demo is. You should show two or three things that when they close their eyes at night, they're just like, oh man, I remember that. It's also part of setting a really good agenda. If you set us a sync to gender, you can say, hey, I know there's a lot we can unpack here. The way that I would stack rank those is dependent on two things based on what they talked about being the most important.
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