30 Minutes to President's Club | No-Nonsense Sales 167 (Sell): Using Deal Friction to Drive Opportunities Over the Line (Alex Kremer, Founder @ Alluviance)
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Oct 17, 2023 Alex Kremer, Founder of Alluviance, shares tips for successful sales meetings including using undeniable truths, engaging demos, and personalized follow-up questions. He discusses creating an engaging meeting experience, handling customers who need time to think, and embracing friction in the sales process. He also provides techniques for handling objections and setting clear expectations during a demo.
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Lead With An Undeniable Trend
- Start meetings by naming an undeniable industry trend, then surface the pain it creates and tease how you help.
- This positions you as a teacher and gets prospects to nod and engage before product talk.
Use Tell–Show–Tell For Demos
- Use the Tell–Show–Tell demo structure: say the three things you'll show, demo them, then recap what you showed.
- This keeps demos focused and prevents prospects leaving confused.
Pull Attendees Back In
- When someone zones out in a demo, call them by name, recap what you just showed, then ask an easy question.
- Give them a softball to answer so they re-engage and feel smart contributing.