Broadening Your Sales Conversations

Force Management has launched our new product: Ascender. It is a platform solely for salespeople who own a quota. If you enjoy the Audible-Ready Sales Podcast, Ascender is perfect for you! We put out content of a similar nature every day with insights that will help you to level up in your sales career. Join our Founders Circle here: https://www.ascender.co/   Sellers often find themselves trapped in conversation with one member of the buying company, typically someone involved with technical pain. As a result, reps can lack a fundamental understanding of not only other technical issues, but also overarching business issues, thereby limiting their ability to make their solution relevant in the eyes of the customer. In this episode, John Kaplan explains how to take the next step and move beyond the early stages of a sales conversation. He talks about: The importance of broadening the sales conversation as early as possible. Connecting technical pain to business pain. The need to understand the solution requirements and metrics that will drive the customer’s desired business outcomes. How to access key individuals in the buying organization. Here are some additional resources: Selling to More Decision Makershttps://bit.ly/3FehXpF Remember these Phrases to Sell More Dealshttps://bit.ly/3TPQPl6 Finding the Business Pain w/ John Kaplan | Podcasthttps://apple.co/3gG8ZHN Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.