With the distractions present in today’s world, making an effort to maintain buyer focus is more important than ever. Keeping your customers engaged is particularly crucial during economic downturns, when businesses and individuals alike are hesitant to spend the way they normally would. In this episode, John Kaplan sheds light on how to keep your customers focused when they may be wavering. John shares insight about:
The importance of having an outside-in mentality
Articulating your solution’s value in alignment with your customer’s needs
Getting your customer emotionally connected to their mission-critical problems
Reengaging a prospect after they’ve gone dark
Here are some additional resources:
Keep the Focus on Your Buyer in Your Sales Process
Strike A Balance – Align to the Buyer Without Losing Control of Your Deal 


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