Force Management

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 CourseExecuting Your Discovery Strategy | Ascender CourseThe Seller Deficit Disorder | Ascender ArticleWhy Your Active Listening Skills Are Crucial to Hitting Your Number | Ascender ArticleEssential Questions to Help You Become a Better Salesperson | Ascender ArticleOvercoming Seller Deficit Disorder | Ascender VideoTips for Active Listening | PodcastOvercoming Challenges with Metrics | PodcastExpanding the Sales Conversation | PodcastVisit Ascender, a platform designed sol