Before you can sell a solution, you must establish a baseline of trust with your customer. You build trust, in part, by demonstrating your willingness to understand the customer’s concerns and solve them. Today, John Kaplan discusses the effectiveness of recapping sales conversations as a trust-building tool that facilitates alignment with the customer and allows sellers to expand the conversation to key stakeholders across the buying company.


Here are some additional resources:

• Get MEDDICC Certified on Ascender!
• Advancing the Deal | Ascender Course
• Executing Your Discovery Strategy | Ascender Course
• The Seller Deficit Disorder | Ascender Article
• Why Your Active Listening Skills Are Crucial to Hitting Your Number | Ascender Article
• Essential Questions to Help You Become a Better Salesperson | Ascender Article
• Overcoming Seller Deficit Disorder | Ascender Video
• Tips for Active Listening | Podcast
• Overcoming Challenges with Metrics | Podcast
• Expanding the Sales Conversation | Podcast

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