20 min

Stacking Customer Requirements in Your Favor w/ Marty Mercer The Audible-Ready Sales Podcast

    • Business

Competitors catch up to your solutions. When they do, your “unique” differentiators won’t hold up.
Marty Mercer stops by the podcast to provide tips on steering a buyer’s solution requirements away from your competition (including an impending “do nothing” or “no decision”).
He teaches how to effectively prepare for conversations around decision criteria, so you can build out a list of buyer solution requirements that will validate a premium price. He also covers what to do when a customer shares a capability that you know your solution is at a disadvantage for.
This episode is one of those that you’ll want to save and come back to time and again for a refresher when you’re up against challenging competition or need a solid win.
Here are some additional resources on influencing customer requirements:
- Navigating the Decision Process with Multiple Buyers [Podcast]
- https://apple.co/3tiTSFI
- How to Ask Trap Setting Questions
- https://bit.ly/2Qf6gYx
- Prepare and Practice to Confidently Execute Sales Calls [Podcast]
- https://apple.co/3mHNcyc
- Front-line Manager Coaching Resources 
    - https://bit.ly/3g7eooT
Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website. 

Competitors catch up to your solutions. When they do, your “unique” differentiators won’t hold up.
Marty Mercer stops by the podcast to provide tips on steering a buyer’s solution requirements away from your competition (including an impending “do nothing” or “no decision”).
He teaches how to effectively prepare for conversations around decision criteria, so you can build out a list of buyer solution requirements that will validate a premium price. He also covers what to do when a customer shares a capability that you know your solution is at a disadvantage for.
This episode is one of those that you’ll want to save and come back to time and again for a refresher when you’re up against challenging competition or need a solid win.
Here are some additional resources on influencing customer requirements:
- Navigating the Decision Process with Multiple Buyers [Podcast]
- https://apple.co/3tiTSFI
- How to Ask Trap Setting Questions
- https://bit.ly/2Qf6gYx
- Prepare and Practice to Confidently Execute Sales Calls [Podcast]
- https://apple.co/3mHNcyc
- Front-line Manager Coaching Resources 
    - https://bit.ly/3g7eooT
Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website. 

20 min

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