Though we often speak about the need to sell based on value, keeping the customer focused on value throughout the sales process is a challenging, elite skill. Joining Rachel in today’s episode to share his deep insights on this important topic is Force Management facilitator John Boney. He discusses:
- The buyer-focused mindset necessary to successfully sell on value.
- The relevance of the customer’s Decision Criteria to how you build your value proposition.
- Handling changes in the customer’s priorities.
- Multithreading effectively in an opportunity.
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/PlanComparisonCheck out this and other episodes of the Audible-Ready Sales Podcast on Apple Podcasts, Spotify, or our website.
