Force Management

In this episode, Antonella O’Day joins Rachel to discuss best practices on managing the transition of prospects from initial interest to buying intent. Over the course of the conversation, Antonella touches on the need for sellers to approach early sales calls with a mindset of curiosity, shares strategies for testing a prospect’s intent in order to qualify deals early on, advises reps to make use of mutual action plans (MAPs) to build consensus and trust, and supplies questions to help reps gauge progress.Here are some additional resources:Get MEDDICC Certified on Ascender!Creating a Compelling Business Case | Ascender CourseMoving Buyers to Action | Ascender ArticleHow to Convince Your Customer to Take Action in Your Sales Process | Ascender ArticleHelping Customers Persuade Themselves | Ascender VideoHow Do I Get My Customer to See the Importance of My Differentiation? | Ascender VideoHow to Uncover Buyer Needs | PodcastAligning with Corporate Initiatives | PodcastDeveloping Mutual Action Plans | PodcastVi