The Audible-Ready Sales Podcast What Elite Sellers Do
Jul 8, 2025
In this engaging conversation, John Kaplan, a dedicated sales strategist and advocate for elite selling, joins to share his invaluable insights. He highlights the importance of discipline, preparation, and strategic questioning in boosting sales effectiveness. Kaplan emphasizes shifting conversations from product features to the customer's business issues, enhancing decision-making through value differentiation. With a focus on mastering one’s mindset and prioritizing high-value opportunities, he provides listeners with practical strategies to elevate their sales game.
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Preparation and Discipline Foundations
- Elite sellers consistently prepare by mapping stakeholders and objections before meetings.
- They execute flawlessly with discipline and intentionality, not winging sales calls.
Shift to Customer's Business Pain
- Shifting focus from product features to customer business problems creates urgency.
- Elite sellers frame solutions to address the largest unsolved pains or opportunities.
Insightful Discovery Questions
- Prepare insightful discovery questions to uncover both technical and business issues.
- Connect technical problems to C-level business outcomes to elevate conversations.
