Weekly Alluviance #132: The Only Two Moments That Matter On Every Sales Call

Your weekly dose of Alluviance!

What if I told you that 80% of your perfectly crafted sales call is instantly forgotten?

All the slides you polished, the transitions you rehearsed, the features you meticulously explained. Most of it vanishes from your prospect's brain the moment they click "Leave Meeting."

But they will remember two things:

1. The most intense moment.

2. The very end.

This isn’t my opinion. It’s the Nobel Prize-winning work of psychologist Daniel Kahneman, and it’s called the Peak-End Rule.

His research proved our brains are lazy storytellers. They don’t remember the whole movie. They remember the biggest plot twist (the Peak) and the final scene (the End). Everything else gets blurry.

Most reps let these two critical moments happen by accident. Sales professionals engineer them with absolute intention. 

Here’s how...

1. Engineer the Peak

The “peak” isn’t about being loud or flashy. It’s about creating a moment of intense relevance that jolts your prospect out of their Zoom fatigue. It’s a spark of insight so sharp it makes them sit up and think, “Oh, shit.”

This could be:

• The Gut-Punch Insight: Sharing a perspective on their problem that they've never considered before.

• The Shocking Statistic: A data point so compelling it completely reframes the cost of inaction.

• The Mirror Story: A customer story so specific and relatable they see themselves in it perfectly.

Your job isn’t to drag them through endless slides. It's to find and deliver that one moment of piercing clarity that makes the entire conversation worthwhile for them.

2. Nail the End

This is where most sales calls die a slow, painful death.

The average rep ends with a weak, passive whimper: “So… yeah. Any questions?”

This leaks all the power, confidence, and momentum out of the room. You’re handing control back to them on a silver platter.

Instead. Summarize their pain, your solution, and a clear next step. They feel confident, not sold.

You’re not asking for permission. You’re prescribing the path forward. You end the call with a feeling of certainty, not ambiguity.

80/20 your 80/20. Look at your sales calls. How much time are you spending perfecting those two moments? Did you consciously engineer a peak? Did you nail the end?

That’s how you control the story they keep.

1. Featured LinkedIn Post:

"Hire the soul of the seller"

I’ve run 300+ mock discovery calls in the last 8 years. Here’s the #1 mistake most orgs make...

[Continue reading]

 

2. Quote to fuel your Alluviance:

"People don’t choose based on reason—they choose based on how they feel." ​– Daniel Kahneman

With Alluviance & In Extreme Gratitude,

Alex Kremer

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