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:

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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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