The Audible-Ready Sales Podcast Controlling the Deal
Oct 22, 2024
John Kaplan, an expert in sales qualification, shares his insights on how to control deals effectively. He emphasizes the need for proactive selling techniques, like the MEDDICC framework, to navigate unexpected changes and new competitors. Kaplan discusses the importance of understanding buyer needs and staying adaptable, comparing preparation in sales to sports strategy. He highlights how continuous qualification and strong relationships help maintain control, ensuring deals progress with urgency.
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Control Through Qualification
- Focus on qualification to control deals and ensure opportunities are moving forward.
- Continuously qualify and take necessary actions to maintain deal urgency.
Meeting Buyers Where They Are
- Meet buyers where they are in their understanding of your product.
- Encourage them to share their research and address their concerns through discovery.
Handling New Stakeholders
- Qualify the decision process early and often to anticipate new stakeholders.
- If a new stakeholder emerges, ask how they're involved and what matters to them.