27. Our Most FAQs from Salespeople w/ John Kaplan

In this episode, we’re taking a step back to cover the most
frequently asked questions we get from our customers, the sellers
we train, and our listeners. From warming up cold calls and
building pipeline to asking trap setting discovery questions, and
getting to the economic buyer, John Kaplan covers it all.  
Here are a few key insights you’ll want to tune in to hear:  
- How sellers can nail their differentiation in discovery and win
against tough competition   - How to prepare for your sales
calls to warm up cold opportunities   - How to use empathy in
sales conversations when asking challenging (or seemingly negative)
discovery questions   - How to leverage your champion to earn
the approval of the economic buyer   Check out this and other
episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify,
or our website.   Here are some additional resources focused
on    - Getting into an Opportunity Podcast
https://apple.co/34n8Y3o - Approaching Your Sales Conversations
with Empathy Podcast https://apple.co/2YDHX8b - Playing Back Sales
Discovery Sessions Podcast https://apple.co/2E4HFQD - Coaches vs.
Champions Podcast https://apple.co/3hhDqQ1 - How to Test Your
Champions Podcast https://apple.co/2BJNul4