Force Management

Though we often speak about the need to sell based on value, keeping the customer focused on value throughout the sales process is a challenging, elite skill. Joining Rachel in today’s episode to share his deep insights on this important topic is Force Management facilitator John Boney. He discusses:The buyer-focused mindset necessary to successfully sell on value.The relevance of the customer’s Decision Criteria to how you build your value proposition.Handling changes in the customer’s priorities.Multithreading effectively in an opportunity.Here are some additional resources:Get MEDDICC Certified on Ascender!Navigating the Political Landscape | Ascender CourseOvercoming Seller Deficit Disorder | Ascender VideoPreparing for Sales Conversations | Ascender VideoHow to Uncover Buyer Needs | PodcastCompeting With Other Priorities | PodcastVisit Ascender, a platform designed solely for salespeople who own a quota. If you enjoy the Audible-Ready Sales Podcast, Ascender is perfect for you! We put out content every d