Sales is a game of inches, and great discovery gives you an edge over the competition. A well-executed discovery process helps not only you, but also your customer. In today’s episode, John Kaplan shares his best insights on leading mutually beneficial sales conversations. Topics under discussion include:
Here are some additional resources:
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Check out the platform here: https://my.ascender.co/Ascender/
Subscribe here: https://my.ascender.co/Ascender/PlanComparison
Check out this and other episodes of the Audible-Ready Sales Podcast on Apple Podcasts, Spotify, or our website.
- The importance of two-sided discovery.
- On-ramps to customer conversations.
- The three buckets that salespeople must fill in every customer conversation.
- The need to meet customers where they are.
- Keeping abreast of your standing with the customer and observing their level of engagement in conversations.
Here are some additional resources:
- Get MEDDICC Certified on Ascender!
- Discovery Process | Ascender Course
- Deepen Your Discovery | Ascender Course
- The Currency of Value | Ascender Article
- Articulating Value and Differentiation After the Sale | Podcast
- Own the Next Step in Your Sales Meetings | Podcast
- Closing the Sales Conversation | Podcast
Visit Ascender, a platform designed solely for salespeople who own a quota. If you enjoy the Audible-Ready Sales Podcast, Ascender is perfect for you! We put out content every day with insights to help you level up in your sales career.
Check out the platform here: https://my.ascender.co/Ascender/
Subscribe here: https://my.ascender.co/Ascender/PlanComparison
Check out this and other episodes of the Audible-Ready Sales Podcast on Apple Podcasts, Spotify, or our website.
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