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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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