Broadening Your Sales Conversations

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Sellers often find themselves trapped in conversation with one
member of the buying company, typically someone involved with
technical pain. As a result, reps can lack a fundamental
understanding of not only other technical issues, but also
overarching business issues, thereby limiting their ability to make
their solution relevant in the eyes of the customer. In this
episode, John Kaplan explains how to take the next step and move
beyond the early stages of a sales conversation. He talks
about:

The importance of broadening the sales conversation as early as
possible.
Connecting technical pain to business pain.
The need to understand the solution requirements and metrics that
will drive the customer’s desired business outcomes.
How to access key individuals in the buying organization.



Here are some additional resources:
Selling to More Decision Makershttps://bit.ly/3FehXpF

Remember these Phrases to Sell More
Dealshttps://bit.ly/3TPQPl6

Finding the Business Pain w/ John Kaplan |
Podcasthttps://apple.co/3gG8ZHN




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Apple Podcasts, Spotify, or our website.