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21min chapter
167 (Sell): Using Deal Friction to Drive Opportunities Over the Line (Alex Kremer, Founder @ Alluviance)
30 Minutes to President's Club | No-Nonsense Sales
The 5 Minute Drill: Pressure Testing and Actionable Takeaways
In this chapter, they discuss a technique called the 5 minute drill to pressure test the prospect at the end of a call with 3 questions. They also share three actionable takeaways for successful sales meetings. The first tactic involves discussing an undeniable truth or trend, the second tactic is the tell show tell technique for product demos, and the third tactic is engaging the prospect during the demo with personalized follow-up questions. They provide examples and tips for each tactic.
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