Pursuing a Competitive Account

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:

• Get MEDDICC Certified on Ascender!
• Navigating the Competitive Landscape | Ascender Course
• Expand Your Understanding of the Competition | Ascender Course
• Building Champions for Life | Ascender Course
• Ascender’s Best Content on Discovery | Ascender Article
• Plan to Make the Plan | Podcast
• Plan to Make the Plan |  Article

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