Before you can sell a solution, you must establish a baseline of trust with your customer. You build trust, in part, by demonstrating your willingness to understand the customer’s concerns and solve them. Today, John Kaplan discusses the effectiveness of recapping sales conversations as a trust-building tool that facilitates alignment with the customer and allows sellers to expand the conversation to key stakeholders across the buying company.<b><br /></b><br /><b></b><br /><b>Here are some additional resources:<br /></b><ul><li><a href="https://my.ascender.co/Enroll/Certification_Details?Id=7&referrer=41138464-2c92-4de7-a217-dc9b5a98d40d" target="_blank" rel="noreferrer noopener">Get MEDDICC Certified on Ascender!</a></li><li><a href="https://my.ascender.co/Enroll/Course_Details_V2?ComingInQ=0&IsComingSoon=False&id=b98bd982-ac52-4830-b90e-04af9e12e31f&IsFromEmail=False" target="_blank" rel="noreferrer noopener">Advancing the Deal</a> | Ascender Course</li><li><a href="https://my.ascender.co/Enroll/Course_Details_V2?ComingInQ=0&IsComingSoon=False&id=5273118c-dfe4-473c-a772-678d422d95e9&IsFromEmail=False" target="_blank" rel="noreferrer noopener">Executing Your Discovery Strategy</a> | Ascender Course</li><li><a href="https://my.ascender.co/Ascender/Explore?post=the-seller-deficit-disorder" target="_blank" rel="noreferrer noopener">The Seller Deficit Disorder</a> | Ascender Article</li><li><a href="https://my.ascender.co/Ascender/Explore?post=why-your-active-listening-skills-are-crucial-to-hitting-your-number&referrer=41138464-2c92-4de7-a217-dc9b5a98d40d" target="_blank" rel="noreferrer noopener">Why Your Active Listening Skills Are Crucial to Hitting Your Number</a> | Ascender Article</li><li><a href="https://my.ascender.co/Ascender/Explore?post=essential-questions-to-help-you-be-a-better-salesperson&referrer=41138464-2c92-4de7-a217-dc9b5a98d40d" target="_blank" rel="noreferrer noopener">Essential Questions to Help You Become a Better Salesperson</a> | Ascender Article</li><li><a href="https://my.ascender.co/Ascender/Explore?post=video-overcoming-seller-deficit-disorder&referrer=41138464-2c92-4de7-a217-dc9b5a98d40d" target="_blank" rel="noreferrer noopener">Overcoming Seller Deficit Disorder</a> | Ascender Video</li><li><a href="https://my.ascender.co/Ascender/Explore?post=active-listening&referrer=41138464-2c92-4de7-a217-dc9b5a98d40d" target="_blank" rel="noreferrer noopener">Tips for Active Listening</a> | Podcast</li><li><a href="https://my.ascender.co/Ascender/Explore?post=podcast-overcoming-challenges-with-metrics&referrer=41138464-2c92-4de7-a217-dc9b5a98d40d" target="_blank" rel="noreferrer noopener">Overcoming Challenges with Metrics</a> | Podcast</li><li><a href="https://my.ascender.co/Ascender/Explore?post=podcast-expanding-the-sales-conversation&referrer=41138464-2c92-4de7-a217-dc9b5a98d40d" target="_blank" rel="noreferrer noopener">Expanding the Sales Conversation</a> | Podcast</li></ul><br /><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>
