The Audible-Ready Sales Podcast

Sellers must understand the more detail-oriented technical pains as well as the wider-ranging business pains of a customer’s organization. Elite salespeople are able to balance both worlds. You should be able to speak with those involved with the operational aspects of a company, learn their pain through effective discovery, and then move up and tie those technical pains with business issues that will catch the attention of C-level executives. In this episode, John Kaplan explains in depth the differences between technical and business pains, how elite sellers connect the two, and the importance of getting customers to put on their coat of pain.Here are some additional resourcesEnable Your Salespeople to Help Buyers Stand in the Moment of Painhttps://bit.ly/2ZEoRgIFinding the Business Pain w/ John Kaplan | Podcasthttps://apple.co/3IjzrRbCheck out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.

Your customer may raise an objection at any point during the sales process, and there is an infinite number of objections a customer may propose. In this episode, Antonella O’Day discusses the mindset salespeople need to handle objections, and she explains three tactics sellers can apply to successfully deal with them. These tactics are:Showing the customer that you hear their objection.Understanding the customer’s why.Reframing the customer’s objection.Here are some additional resources:Get MEDDICC Certified on Ascender!Objection Handling | Ascender CourseDeepen Your Discovery | Ascender CourseKey Ways to Prepare for Customer Anchors in Sales NegotiationsTurn Skepticism Into Opportunity | Ascender ArticleHesitant Buyers and Price Objections | Ascender VideoVisit 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.Check out the platform here: https://my.ascender.co/Ascender/Subscribe here: https://my.ascender.co/Ascender/PlanComparison

John, a sales strategies expert, delves into the art of connecting customer needs with business outcomes. He emphasizes the necessity for sellers to identify their clients' biggest problems and discover deep pain points. The discussion includes tying technical requirements to tangible business results, navigating corporate dynamics strategically, and engaging multiple stakeholders for success. John also shares effective questioning techniques that deepen discovery and enhance relationships, paving the way for meaningful sales conversations.

Get ready to elevate your sales game with insights from two upcoming webinars. Learn how to transform your sales kickoff into a powerful revenue driver. Plus, discover strategies for effectively discussing metrics with customers to gain consensus. Perfect for managers and teams looking to sharpen their skills!

Join John Kaplan, a sales expert, as he unveils the art of integrating various sales tools into a coherent strategy. He emphasizes the need for an outside-in approach, focusing on understanding buyer needs first. Kaplan shares insights on three essential information buckets during discovery and uses a golf analogy to illustrate the selling process. Discover how aligning sales conversations with the buyer's journey can enhance effectiveness and why mastering diverse tools is crucial for engaging customers successfully.

On Ascender’s Engage page, we receive tons of questions from sales professionals throughout the country, many of whom face similar challenges. We have compiled a few of the most common questions to answer in today’s episode. They are:How do I handle a customer that is reluctant to proceed to the next steps?How can I open up customers who are close to the vest with positive business outcomes and metrics?How can I overcome a gatekeeper trying to prevent me from multithreading?Here are some additional resources:Get MEDDICC Certified on Ascender!Executing Your Discovery Strategy | Ascender CourseAscender’s Best Content on Decision Criteria | Ascender ArticleAscender Community Clip About AuthenticityWhen Customers Go Dark | PodcastOwn the Next Step in Your Sales Meetings | PodcastVisit 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.Check out the platform here: https://my.ascender.co/Ascender/Subscribe here: https://my.ascender.co/Ascender/PlanComparison

In today’s quick episode, John Kaplan gives encouragement to sellers who may find themselves down on their luck. He discusses the tried-and-true actions within every seller’s control that will set you back on track, including:Assessing and attaching to the customer’s business issues (the what).Taking into account whom you are connected with in the deal (the who).Qualifying the deal early on and throughout the sales process.Staying on top of the foundational skills.Here are some additional resources:Get MEDDICC Certified on Ascender!Getting to the Economic Buyer | Ascender CourseNegotiation Foundation & Mindset | Ascender CourseAscender’s Best Content on Decision Criteria | Ascender ArticleClose the Excuse Department | Ascender VideoDo You Really Have a Champion? | PodcastEnabling the Internal Sell | PodcastVisit 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.Check out the platform here: https://my.ascender.co/Ascender/Subscribe here: https://my.ascender.co/Ascender/PlanComparison

Get back to the basic sales fundamentals that help ensure great sales conversations. John Kaplan provides five things you can practice before you jump into that next prospect call. Here are some additional resources:Purpose Process Payoff [Article]https://bit.ly/3spMjgAImprove Your Active Listening Skills [Podcast]https://apple.co/3md3HUOMaximize the Effectiveness of Proof Points [Podcast]https://apple.co/2XAxEE5Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.

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 CourseOvercoming Seller Deficit Disorder | Ascender VideoPreparing for Sales Conversations | Ascender VideoHow to Uncover Buyer Needs | PodcastCompeting With Other Priorities | PodcastVisit 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.Check out the platform here: https://my.ascender.co/Ascender/Subscribe here: https://my.ascender.co/Ascender/PlanComparisonCheck out this and other episodes of the Audible-Ready Sales Podcast on Apple Podcasts, Spotify, or our website.

We’ve all worked for someone who we didn’t think was that great as a manager. How do you, a seller, handle the scenario in which you’re working for a bad manager but aren’t quite ready to leave? John Kaplan shares some advice on how to improve your work experience when in such a situation and what to look for in your next company.Here are some additional resourcesHow to Ensure You're Selling For A Great CompanySigns You're Working for a Company That's Staged for GrowthCheck out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.