#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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How to Discount a Gong Purchase
Ennich: A lot of salespeople over rotate into their typical steps that somebody goes through. They don't ask the question, what do you need to see, hear, feel, and believe about gong? One of my favorite places to incorporate it is as you start to talk through a potential pilot. The amount of times I've actually been trending towards pilot or pilot thinking I'm about to spend two weeks diving into a deep dive pilot and they're actually ready to buy. It's been pretty game changing.
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