John Kaplan
John Kaplan
John Kaplan, Managing Partner at Force Management, LLC, has over 2 years of experience as a sales executive for large multi-national corporations in sales leadership and execution, corporate strategy, training and development and national account management. Force Management offers customized sales consulting and training services.
Articulating Your Value
As we've discussed in the first four parts of this series, Seller Deficit Disorder is caused by your prospects believing that you don't understand...
Differentiating From Your Competition – Overcoming Seller Deficit Disorder – Part 4
As we've discussed in the first three parts of this series, Seller Deficit Disorder is caused by prospects believing that you don't understand their...
Overcoming Seller Deficit Disorder – Is Your Solution Perceived as Expensive?
As we've discussed in parts 1 and 2 of this series, Seller Deficit Disorder is caused by prospects' preconceived opinion that you don't understand...
Overcoming Seller Deficit Disorder – Part 2
As we discussed in part 1 of this series, Seller Deficit Disorder is caused by a prospect's opinion that you don't understand their needs...
Overcoming Seller Deficit Disorder
Early in my career as a sales professional, I remember feeling like most of the time when I walked into a prospect's office, I...