18: Mirroring your objections, giving prospects perceived control, and controlling the room (Adam O’Chart, Top AE at Gong,io)

Back to back top Gong sales reps on #30mpc. Adam teaches you how to redirect objections and give prospects perceived control so that they lean in.

Four Actionable Takeaways:

• Mirror the objection, then ask a loaded question for the anaconda squeeze
• Use slides to give prospects control and choice over what they want to discuss
• Ask your VP / CRO if they’re the type who wants to go really deep
• Tell ‘em your biggest concern is getting stuck in the demo. Keep tactical ?’s to a minimum.

Adam O’Chart: Path to President’s Club:

• Top producing AE at Gong.io

Focus Areas: Discovery, Demo