Force Management

In a discovery session, there comes an inevitable point when the customer asks you to talk about yourself or your solution. When this happens, the last thing you want to do is say too much. Brian Walsh discusses the need to minimize your own input and connect everything you say to issues relevant to the customer. He covers:The basic principles to follow when it comes to talking about yourself in a deal.Determining and conveying the problems you solve and the outcomes you drive toward.Pointing the conversation back to the direction of the customer.The importance of confidence.Here are some additional resources:Active Listening | Ascender Coursehttps://bit.ly/427t6RPAchieving a Collective Yes | Ascender Coursehttps://bit.ly/3nHv8ZUTips for Active Listening | Podcasthttps://bit.ly/3nxE5VIVisit Ascender, a platform designed solely for salespeople who own a quota. If you enjoy the Audible-Ready Sales Podcast, Ascender is perfect for you! We put out content of a similar nature every day with insights to help you le