Enjoy this episode, which was originally aired in August 2022, with John Kaplan. Solution requirements are a critical component of every deal you sell. These are things that must be in place in order for a buyer to achieve their desired outcomes, and they exist with or without your solution. In today’s episode, John Kaplan explains the importance of recognizing your customer’s solution requirements and what to do with that knowledge. You will learn how to:

• Bridge the customer’s current state to their desired future state.
• Position your value in a way that influences the customer’s requirements.
• Ask great discovery questions that show your customer how your solution is needed to solve their business issues.

Here are some additional resources:

• How to Stack Customer Requirements in Your Favor
  • https://bit.ly/3AMo4z3
• The Missing Link Between Your Differentiation and Your Buyers
  • https://bit.ly/3dVvQ0H

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