#19 - Mirroring your objections, giving prospects perceived control, and controlling the room (Adam O’Chart, Top AE at Gong.io)

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Four Actionable Takeaways:

• Mirror the objection, then ask a loaded question for the anaconda squeeze
• Use slides to give prospects control and choice over what they want to discuss
• Ask your VP / CRO if they’re the type who wants to go really deep
• Tell ‘em your biggest concern is getting stuck in the demo. Keep tactical ?’s to a minimum.

Adam O’Chart: Path to President’s Club:

• Top producing AE at Gong.io

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