Description

In many cases, your biggest competitors are not those trying to solve the same problem, but those geared toward the customer’s other initiatives. In today’s episode, John Kaplan explains how to set your own solution above competitors focused on competing priorities. Topics under discussion include:

• Aligning your solution with the customer’s challenges.
• Using your discovery process to answer key questions about the customer.
• Leveraging MEDDICC to account for competing initiatives.
• Going against “do nothing.”

Here are some additional resources:

• Get MEDDICC Certified on Ascender!
• Navigating the Competitive Landscape | Ascender Course
• Expand Your Understanding of the Competition | Ascender Course
• Dealing with the Competition | Ascender Video
• Rise Above the Noise | Ascender Video
• The Coat of Pain | Ascender Video
• Making Your Competitor Nervous | Ascender Article

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Check out this and other episodes of the Audible-Ready Sales Podcast on Apple Podcasts, Spotify, or our website.