The Audible-Ready Sales Podcast Confidence and Conviction
Sep 20, 2022
John Kaplan, a sales leader and speaker who coaches on performance and motivation, shares why belief in your work fuels confidence. He explores linking purpose to selling and turning conviction into concrete selling skills. Topics include attaching offers to big business problems, influencing decision criteria, and ruthless qualification to focus on the right opportunities.
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Ascender Empowers Sellers To Own Their Growth
- John Kaplan celebrates Ascender as a major Force Management milestone empowering individual sellers.
- He frames the platform as a way for reps to develop elite skills regardless of company training or constraints.
Belief That Your Work Matters Drives Elite Performance
- Believing that what you do matters is the foundation of elite performance in sales.
- John Kaplan says elite sellers emotionally connect themselves and the buyer to the purpose of the work to create conviction.
Attach Solutions To The Biggest Business Issue
- Attach technical solutions to the customer's biggest business issue to add real value.
- John Kaplan instructs sellers to ask: what's the customer's biggest business issue and then map your solution to that outcome.