Force Management

How do you approach an account into which competitors are already firmly ingrained? How do you break a continuous cycle of rejection in favor of your competition? John Kaplan tackles these ever-pertinent questions in this episode. Today’s talking points include:John’s personal experience in surmounting competitors embedded in deals.Why ingrained competition is not a deal-killer.Approaching the buyer with an honest and patient discovery process.Offering the customer a strategic discount.Building Champions in a competitive account to give you the edge.Here are some additional resources:Get MEDDICC Certified on Ascender!Navigating the Competitive Landscape | Ascender CourseExpand Your Understanding of the Competition | Ascender CourseBuilding Champions for Life | Ascender CourseAscender’s Best Content on Discovery | Ascender ArticlePlan to Make the Plan | PodcastPlan to Make the Plan |  ArticleVisit Ascender, a platform designed solely for salespeople who own a quota. If you enjoy the Audible-Ready Sales Podcast