#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 Cut Up and Change Your Demo for Each Audience
In a perfect scenario, I break all of those conversations down. In reality, Albert and SalesOps, you're going to have a few different questions than Armond the sales manager. What I want to make sure is we check all these boxes and hit everything before the end of our 45-minute presentation. So there's two points: always do a pulse check at the end of it. And then the second part is, hey, I have an idea for what next steps look like, but I want to put the ball in your court.
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