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Oct 2023
31m 20s

167 (Sell): Using Deal Friction to Drive...

Armand Farrokh & Nick Cegelski
About this episode

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

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