Articulating Value Throughout the Sales Process

Though we often speak about the need to sell based on value, keeping the customer focused on value throughout the sales process is a challenging, elite skill. Joining Rachel in today’s episode to share his deep insights on this important topic is Force Management facilitator John Boney. He discusses:

• The buyer-focused mindset necessary to successfully sell on value.
• The relevance of the customer’s Decision Criteria to how you build your value proposition.
• Handling changes in the customer’s priorities.
• Multithreading effectively in an opportunity.

Here are some additional resources:

• Get MEDDICC Certified on Ascender!
• Navigating the Political Landscape | Ascender Course
• Overcoming Seller Deficit Disorder | Ascender Video
• Preparing for Sales Conversations | Ascender Video
• How to Uncover Buyer Needs | Podcast
• Competing With Other Priorities | Podcast

Visit Ascender, a platform designed solely for salespeople who own a quota. If you enjoy the Audible-Ready Sales Podcast, Ascender is perfect for you! We put out content every day with insights to help you level up in your sales career.


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