How do you approach an account into which competitors are already firmly ingrained? How do you break a continuous cycle of rejection in favor of your competition? John Kaplan tackles these ever-pertinent questions in this episode. Today’s talking points include:
Here are some additional resources:
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.
- John’s personal experience in surmounting competitors embedded in deals.
- Why ingrained competition is not a deal-killer.
- Approaching the buyer with an honest and patient discovery process.
- Offering the customer a strategic discount.
- Building Champions in a competitive account to give you the edge.
Here are some additional resources:
- Get MEDDICC Certified on Ascender!
- Navigating the Competitive Landscape | Ascender Course
- Expand Your Understanding of the Competition | Ascender Course
- Building Champions for Life | Ascender Course
- Ascender’s Best Content on Discovery | Ascender Article
- Plan to Make the Plan | Podcast
- Plan to Make the Plan | Article
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.
Activity