Force Management

Enjoy this replay of a great episode with John Kaplan. As a seller, you need to communicate effectively with people throughout an organization - both on the economic and technical levels. That means adjusting your sales conversation to what’s relevant to the individual in front of you. In this episode, John Kaplan shares insights that will allow you to swiftly adapt to any type of sales conversation. He gives advice to help you:Prepare for conversations at the executive table.Manage meetings wherein both technical and business buyers are present.Overcome Seller Deficit Disorder.Use the Mantra framework to narrate a story that every decision-maker involved in your deal can get behind.Here are some additional resources:Subscribe to Ascender: https://my.ascender.co/Ascender/PlanComparisonAscender Sales Topics - Positioning Yourself against the Competitionhttps://youtu.be/YayJtT22TEgAscender Course: Getting to the Economic Buyerhttps://bit.ly/3U6dObHCheck out this and other episodes of The Audible-Ready Podcast a