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.
15:34
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Quick takeaways
- Proactively qualifying deals and understanding buyers' needs are essential for maintaining control and urgency in the sales process.
- Engaging effectively with new stakeholders and using a champion within the organization can help navigate competitive challenges seamlessly.
Deep dives
Controlling the Sales Process Through Qualification
Controlling a sales opportunity largely hinges on the qualification process. Effective qualification helps ensure that the opportunity is advancing with urgency, allowing salespeople to be proactive rather than reactive throughout the selling process. Rather than just pushing a deal forward, it is crucial to align with the buyer's needs and understand their perspective, especially in cases where buyers might feel they have all the necessary information. Engaging with buyers in a meaningful way, such as prompting them to share their understanding, lays the groundwork for a productive discovery phase tailored to their business challenges.
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