The Audible-Ready Sales Podcast Answering Common Sales Rep Questions
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Sep 3, 2024 John Kaplan, a sales leader at Force Management, shares valuable insights for sales professionals navigating common challenges. He addresses how to engage reluctant customers and encourages the use of authenticity to build trust. Kaplan highlights techniques for overcoming gatekeepers and emphasizes the importance of a structured discovery process. He discusses measuring sales excellence through feedback and strategic questioning, providing practical advice to enhance client relationships and drive successful engagements.
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Use Pricing as Discovery Tool
- Establish a clear sales process aligned to the customer's buying stages with defined exit criteria before advancing through stages.
- Use pricing discussions as a discovery tool by giving the highest realistic price and eliciting feedback to understand customer concerns.
Encourage Authenticity for Metrics
- Coach reps to be authentic and openly address customers' reluctance to share metrics or outcomes.
- Explain the importance of metrics as credibility for future expansion and jointly agreed proof points.
Navigate Gatekeepers Authentically
- Overcome gatekeepers by asking questions they may not know to build rapport and gather intelligence.
- Be authentic, don't fear upsetting gatekeepers, and focus on the value your differentiated solution provides.