Avoid Getting Overwhelmed with Technical Discussions

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When selling technical solutions, it’s easy to get overwhelmed with trying to articulate the features and functions of a solution.How do you demonstrate that you have an informed point of view, without getting bogged down in technical details that steer you away from the value conversations. In today’s episode, John Kaplan explains how you can be successful selling technical, complicated solutions while tying them to overarching business issues. He explains:
The importance of understanding the challenges facing the buyer—to sit in the buyer’s seat.
How to get the timing right with regards to “getting in the weeds” of technical discussions.
How to attach to the biggest business issue.
The need to use the internal resources available to you.


Here are some additional resources:
Subscribe to Ascender: https://my.ascender.co/Ascender/PlanComparison
Why Sales Reps Struggle with Metrics in the Sales Conversation https://bit.ly/3fE11Pi

Sales Best Practices: Attach to the Biggest Business Problem https://bit.ly/3U7Sbs0



Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.