Backing Up Your Deals

Ever advance a deal too quickly, only to find out you need to back up the sales process? John Kaplan joins us to discuss how to step back and work with your customer to ensure you’ve got all of the information you need to reassess and progress your deal. He walks through examples of how to back up your deals and get your customer to demand your help with solving an urgent business problem.
Here are some additional resources on sales planning:
Reassess Your Deals 
Helping Buyers Reach Their Own Conclusions 
How to Ensure You're Audible-Ready in Your B2B Sales Conversations 
How to Ask the Right Questions in Your Sales Conversation  


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