#186 - Amplifying authenticity to soft close across the sales cycle (JC Pollard, Mid-Market Account Executive @ Gong)
30 Minutes to President's Club | No-Nonsense Sales
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The Importance of Asking Permission in a Pitch
I try to be authentic in myself on all these calls. Like if I'm calling somebody who I know is a good fit and something stands out, I'm trying to get them booked on the demo as fast as I can. The second thing I'd say is people that are like, oh yeah, we already have something in place for that. And so you need to have some offer of value or you just need to call out the fact that I'm going to take more time. When I am specifically calling sales leaders, I like to play into the humor a bit.
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