The Audible-Ready Sales Podcast Building Alignment in Your Prospect Organization
6 snips
Apr 4, 2023 
John Kaplan, a sales effectiveness expert, shares insights on navigating conflicting priorities within prospect organizations. He emphasizes the importance of focusing on the core 'why' and highlights the crucial role of Champions in achieving consensus. Kaplan discusses creating a 'What We Heard' slide to clarify messaging and objectives. For those lacking a Champion, he offers strategies to engage economic buyers and build potential advocates. His practical advice equips sales professionals to tackle alignment challenges head-on.
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Conflict Means You're Tackling Real Problems
- Expect conflict in any buying process that tackles real business issues.
- Use conflict as a signal that you're addressing something important.
Focus On The Why First
- Keep the conversation anchored to the core business reason for buying: the why.
- Once the why is clear, the what and how become far easier to resolve.
Tie Technical Pains To Business Impact
- Ask which business issue is biggest and tie technical pains back to that business pain.
- Stick to reasons people buy: solve problems, increase revenue, decrease costs, or mitigate risk.