How do you approach an account into which competitors are already firmly ingrained? How do you break a continuous cycle of rejection in favor of your competition? John Kaplan tackles these ever-pertinent questions in this episode. Today’s talking points include:
- John’s personal experience in surmounting competitors embedded in deals.
- Why ingrained competition is not a deal-killer.
- Approaching the buyer with an honest and patient discovery process.
- Offering the customer a strategic discount.
- Building Champions in a competitive account to give you the edge.
Here are some additional resources:
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