Intro

In today’s episode, John Kaplan joins Rachel to talk about the steps necessary to be an elite seller. He goes through and explains the habits and behaviors consistently exhibited by the most elite reps, including disciplined and intentional execution, preparing insightful questions to aid discovery, shifting the conversation from their own solution to the customer’s business pain, and influencing the Decision Criteria with differentiation backed up by value.

Here are some additional resources:

• Get MEDDICC Certified on Ascender!
• Aligning Sales Planning and Execution Disciplines | Ascender Course
• Objection Handling | Ascender Course
• Attaching to the Biggest Business Problem | Ascender Course
• Selling to the C-Suite | Ascender Course
• How to Ask Questions that Highlight Your Solution’s Differentiation | Ascender Article
• Creating Urgency with Your Customer | Ascender Video
• Aligning with Corporate Initiatives | Podcast
• Preparing for Sales Conversations | Podcast
• Three Tactics for Handling Objections | Podcast

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