167 (Sell): Using Deal Friction to Drive Opportunities Over the Line (Alex Kremer, Founder @ Alluviance)

FOUR ACTIONABLE TAKEAWAYS

• Leverage the power of 7-38-55: 7 percent of meaning is communicated through words, 38 percent through tone, and 55 percent through body language.
• Encourage friction in your sales cycle; it means that your customer is engaged.
• When showing a demo, tell your customers what you're gonna show, show 'em, then tell them what you showed.
• The "Barack Obama Objection Response" - When you get hit with an objection, acknowledge factors impacting their perspective and ask if they would be open to hearing a different perspective.

PATH TO PRESIDENT’S CLUB

• Founder @ Alluviance
• Director of Sales @ Catalyst Software
• Director of Sales, Commercial @ Outreach
• Senior Director, Corporate @ Outreach
• Territory Account Executive @ Microsoft

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal