The Audible-Ready Sales Podcast Prepping for Your Deal Reviews
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Mar 25, 2025 In this discussion, sales expert John Kaplan shares crucial tips on how to excel in deal reviews. He stresses the importance of preparation and open communication, encouraging sales representatives to take ownership of the agenda. Kaplan also emphasizes fostering a supportive environment where team members feel empowered to voice concerns and seek help. He explores techniques for effective collaboration and transparency that can transform these reviews into opportunities for growth and improvement.
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Be Prepared and Open
- Prepare thoroughly for deal reviews and adopt a mindset eager to advance your deals.
- Avoid hiding gaps; openness invites valuable help and prevents wasted time.
Honest Deal Documentation
- Document current opportunity status including strengths and gaps honestly, envisioning it from your leader's view.
- This honesty enables adaptability and readiness for feedback.
Own What You Can Control
- Identify what you control in the deal and be ready to address those gaps confidently.
- Clarify which issues require leadership help, and prepare specific asks for assistance.