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30 Minutes to President's Club | No-Nonsense Sales
167 (Sell): Using Deal Friction to Drive Opportunities Over the Line (Alex Kremer, Founder @ Alluviance)
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.
31:20
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Quick takeaways
- Encourage friction in your sales cycle as it signifies customer engagement.
- When conducting demos, use the 'Tell Show Tell' technique to help prospects easily follow along and engage in the conversation.
Deep dives
Using Undeniable Truths to Generate Sales
In this episode, Alex Cremmer from Catalyst discusses the power of using undeniable truths to create engaging conversations with potential buyers. He explains the three-part structure of the initial meeting: naming an undeniable truth or trend, discussing the challenges faced in keeping up with the trend, and explaining how the product or solution solves those challenges. He emphasizes the importance of avoiding being too grandiose or irrelevant when presenting the undeniable truth. Instead, the goal is to create a shared understanding and establish credibility as an expert in the field.
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Discover
highlights
Listen to the best highlights from the podcasts you love and dive into the full episode