Avoid Getting Overwhelmed with Technical Discussions

Force Management has launched our new product: Ascender. It is a
platform solely for salespeople who own a quota. If you enjoy the
Audible-Ready Sales Podcast, Ascender is perfect for you! We put
out content of a similar nature every day with insights that will
help you to level up in your sales career.
Check out the platform here:
https://my.ascender.co/Ascender/ 
When selling technical solutions, it’s easy to get overwhelmed with
trying to articulate the features and functions of a solution.How
do you demonstrate that you have an informed point of view, without
getting bogged down in technical details that steer you away from
the value conversations. In today’s episode, John Kaplan explains
how you can be successful selling technical, complicated solutions
while tying them to overarching business issues. He explains:
The importance of understanding the challenges facing the buyer—to
sit in the buyer’s seat.
How to get the timing right with regards to “getting in the weeds”
of technical discussions.
How to attach to the biggest business issue.
The need to use the internal resources available to
you. 


Here are some additional resources:
Subscribe to Ascender:
https://my.ascender.co/Ascender/PlanComparison 
Why Sales Reps Struggle with Metrics in the Sales
Conversation https://bit.ly/3fE11Pi 

Sales Best Practices: Attach to the Biggest Business
Problem https://bit.ly/3U7Sbs0  



Check out this and other episodes of The Audible-Ready Podcast at
Apple Podcasts, Spotify, or our website.