The Audible-Ready Sales Podcast Selling to More Experienced Professionals
10 snips
Mar 4, 2025 John Kaplan, a seasoned sales expert, dives into the nuances of selling to experienced professionals. He discusses how new sales representatives can overcome intimidation by focusing on buyer needs and challenges. Kaplan highlights the importance of understanding problems rather than just product knowledge to build confidence. He also shares the power of proof points to foster trust and offers strategies for empowering teams through effective knowledge sharing. With practical insights, this conversation equips sellers to engage successfully with seasoned buyers.
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Respect, Not Fear
- Respect experience, but don't let it intimidate you.
- Focus on the buyer's needs and earn the right to discuss your company.
From Hardware to Software
- John Kaplan shares his experience selling engineering software despite lacking a technical background.
- He emphasizes the importance of discovery and understanding customer problems.
Buyer-Centric Selling
- Focus selling activities around the buyer's needs and priorities.
- Gain a clear understanding of the problems you solve for them.