Force Management

Understanding the needs of the buyer is the critical component of any sales process, and successfully doing so encompasses a wide spectrum of sales best practices. Joining us to shed light on this topic is Force Management Facilitator John Boney. In his first appearance on the Audible-Ready Sales Podcast, John hammers home the strategies necessary to get to the root of a customer’s pain. He discusses:The importance of active listening.Identifying patterns while refraining from assumption-making.Conducting a thorough needs assessment during a customer conversation.Dealing with a buyer’s resistance to questioning.The need for quantifiable metrics.The WAIT acronym: “Why Am I Talking?”Here are some additional resources:Get MEDDICC Certified on Ascender!Selling to the CPO (Chief People Officer) | Ascender Insights EventAttaching to the Biggest Business Problem | Ascender Insights EventSelling to the CISO (Chief Information Security Officer) | Ascender Insights EventActive Listening | Ascender CourseExecuting Your