Enjoy this replay of a great episode with John Kaplan. As a seller, you need to communicate effectively with people throughout an organization - both on the economic and technical levels. That means adjusting your sales conversation to what’s relevant to the individual in front of you. In this episode, John Kaplan shares insights that will allow you to swiftly adapt to any type of sales conversation. He gives advice to help you:

• Prepare for conversations at the executive table.
• Manage meetings wherein both technical and business buyers are present.
• Overcome Seller Deficit Disorder.
• Use the Mantra framework to narrate a story that every decision-maker involved in your deal can get behind.

Here are some additional resources:

• Subscribe to Ascender: https://my.ascender.co/Ascender/PlanComparison
• Ascender Sales Topics - Positioning Yourself against the Competition
  • https://youtu.be/YayJtT22TEg
• Ascender Course: Getting to the Economic Buyer
  • https://bit.ly/3U6dObH

Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.