Force Management

Customer handoffs are a natural part of the selling process, but you don’t want to lose the customer relationships that you’ve worked so hard to build. Indeed, staying connected to customers over the long-term has numerous benefits, not only for the success of your solution, but also for your career as an individual seller. Today, John Kaplan joins Rachel to discuss these benefits, and he shares the techniques he’s accumulated over the years to remain tethered to clients.Here are some additional resources:Get MEDDICC Certified on Ascender!Active Listening | Ascender CourseGaining Commitments | Ascender CourseNavigating the Competitive Landscape | Ascender CourseThe Seller Deficit Disorder | Ascender ArticleWhy Your Active Listening Skills Are Crucial to Hitting Your Number | Ascender ArticleWhen to Use Customer Case Studies in the Sales Process | Ascender ArticleBuilding Up Your Referral Business | Ascender VideoStaying Tethered to Accounts | PodcastVisit Ascender, a platform designed solely for salespeople w