Though we often speak about the need to sell based on value, keeping the customer focused on value throughout the sales process is a challenging, elite skill. Joining Rachel in today’s episode to share his deep insights on this important topic is Force Management facilitator John Boney. He discusses:<br /><ul><li>The buyer-focused mindset necessary to successfully sell on value.</li><li>The relevance of the customer’s Decision Criteria to how you build your value proposition.</li><li>Handling changes in the customer’s priorities.</li><li>Multithreading effectively in an opportunity.</li></ul><br />Here are some additional resources:<b><br /></b><ul><li><a href="https://my.ascender.co/Ascender/Certification_Details?Id=233&referrer=762fd91d-a95f-4a80-9733-91dafebbc432" target="_blank" rel="noreferrer noopener">Get MEDDICC Certified on Ascender!</a></li><li><a href="https://my.ascender.co/Ascender/Course_Details_V2?ComingInQ=0&IsComingSoon=False&id=1c8338f6-535b-44cb-9ff0-ad8cd046b8b1&referrer=762fd91d-a95f-4a80-9733-91dafebbc432&IsFromEmail=False" target="_blank" rel="noreferrer noopener">Navigating the Political Landscape</a> | Ascender Course</li><li><a href="https://my.ascender.co/Ascender/Explore?post=video-overcoming-seller-deficit-disorder&referrer=762fd91d-a95f-4a80-9733-91dafebbc432" target="_blank" rel="noreferrer noopener">Overcoming Seller Deficit Disorder</a> | Ascender Video</li><li><a href="https://my.ascender.co/Ascender/Explore?post=monday-motivation-preparation&referrer=762fd91d-a95f-4a80-9733-91dafebbc432" target="_blank" rel="noreferrer noopener">Preparing for Sales Conversations</a> | Ascender Video</li><li><a href="https://my.ascender.co/Ascender/Explore?post=podcast-how-to-uncover-buyer-needs&referrer=762fd91d-a95f-4a80-9733-91dafebbc432" target="_blank" rel="noreferrer noopener">How to Uncover Buyer Needs</a> | Podcast</li><li><a href="https://my.ascender.co/Ascender/Explore?post=podcast-competing-against-other-priorities" target="_blank" rel="noreferrer noopener">Competing With Other Priorities</a> | Podcast</li></ul><b><br /></b><i>Visit 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 every day with insights to help you level up in your sales career.</i><br /><i></i><br /><i></i><br /><i>Check out the platform here: <a href="https://my.ascender.co/Ascender/" target="_blank" rel="noreferrer noopener">https://my.ascender.co/Ascender/</a></i><br /><i>Subscribe here: <a href="https://my.ascender.co/Ascender/PlanComparison" target="_blank" rel="noreferrer noopener">https://my.ascender.co/Ascender/PlanComparison</a></i><br /><i></i><br /><i></i><br /><i>Check out this and other episodes of the Audible-Ready Sales Podcast on <a href="https://podcasts.apple.com/us/podcast/the-audible-ready-podcast/id991362894" target="_blank" rel="noreferrer noopener">Apple Podcasts</a>, <a href="https://open.spotify.com/show/2JMvuitWVC34R2Kw7fHFDN?si=M5EU5j5mRzeAju_lN-AbKQ" target="_blank" rel="noreferrer noopener">Spotify</a>, or our <a href="https://www.forcemanagement.com/the-audible-ready-sales-podcast" target="_blank" rel="noreferrer noopener">website</a>.</i>
