30 Minutes to President's Club | No-Nonsense Sales #214 - 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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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.
Make Trends Specific And Relevant
- Keep your undeniable truth specific and relevant; avoid grandiose, irrelevant claims.
- Aim for something the prospect immediately nods to so you share common ground.
Push For Quick Pre-Demo Discovery
- If a prospect asks for a demo, push to ask a few pointed questions first to tailor the session.
- Explain you want the demo to be relevant and offer to save a follow-up demo if needed.