Force Management

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: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 CourseDeepen Your Discovery | Ascender CourseThe Currency of Value | Ascender ArticleArticulating Value and Differentiation After the Sale | PodcastOwn the Next Step in Your Sales Meetings | PodcastClosing the Sales Conversation | PodcastVisit Ascender, a platform designed solely for salespeople who own a quota. If you