Controlling the Deal

Staying in control of a deal is all about qualification. Today, John Kaplan gives advice on being proactive, not reactive, in ensuring that the deal progresses in your favor and with urgency. He talks about:

• Being prepared for and adjusting to unforeseen changes.
• Dealing with the entrance of a new competitor.
• Qualifying proactively with MEDDICC.
• The importance of meeting the buyer where they are.

Here are some additional resources:

• Get MEDDICC Certified on Ascender!
• Validating Champions | Ascender Course
• Adapt and Deliver: Positioning Value During Changes | Ascender Article
• Our Best Content on Decision Criteria | Ascender Article
• Being Audible-Ready to Change Tracks in Sales Conversations | Ascender Article
• Key Steps for Qualifying Your Deals | Ascender Video
• When Leadership Changes in Your Prospect Account | Podcast
• Making MEDDICC Work for You as a Rep | Podcast

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