02. Don’t Be Fooled: Selling to Someone You Know w/ John Kaplan

Even the most veteran sales reps can fall victim to lazy sales
practices when they’re selling to someone they know. We think we
can skip steps or cut corners in our sales process. These
opportunities can fool us into thinking they’re a sure thing. In
this episode, John Kaplan breaks down key triggers to watch out for
and ways to hold yourself accountable.  We cover: Key steps to
take when a former buyer is in a new company and wants to purchase
again Red flags to watch out for when you have a “friendly” buyer
The situation we find ourselves in frequently when we are selling
to Force Management customers.  Check out this and other
episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify,
or our website.