Force Management

“Do It Internally” might be the most frequent competitor you come across. In this economy, you’re probably competing against it more than you are used to with more and more customers l considering a solution in their own company rather than making another purchase. In this episode, John Kaplan discusses how you can fight this increasing tendency. He explains how to:Prepare for discovery sessions to ensure you get all the information necessary to differentiate against “Do It Internally.”Prepare trap-setting questions.Obtain an understanding of the buying company’s political landscape.Explain the merits of your solution without coming off as superior.Here are some additional resources:What to Do When You're Competing Against Do It Internallyhttps://bit.ly/3HTUdXCHow to Ask the Right Questions in Your Sales Conversationhttps://bit.ly/3K8yCNXArticulating Differentiation: 5 Ways to Trap the Competitionhttps://bit.ly/3I0CI8iAlign with the Buying Process: The Power of the Mantrahttps://bit.ly/3lsawn0Visit Ascender,