How do you approach an account into which competitors are already firmly ingrained? How do you break a continuous cycle of rejection in favor of your competition? John Kaplan tackles these ever-pertinent questions in this episode. Today’s talking points include:

John’s personal experience in surmounting competitors embedded in deals.
Why ingrained competition is not a deal-killer.
Approaching the buyer with an honest and patient discovery process.
Offering the customer a strategic discount.
Building Champions in a competitive account to give you the edge.

Here are some additional resources:

Get MEDDICC Certified on Ascender!
Navigating the Competitive Landscape | Ascender Course
Expand Your Understanding of the Competition | Ascender Course
Building Champions for Life | Ascender Course
Ascender’s Best Content on Discovery | Ascender Article
Plan to Make the Plan | Podcast
Plan to Make the Plan | Article

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Pursuing a Competitive Account