02. Don’t Be Fooled: Selling to Someone You Know w/ John Kaplan by Force Management published on 2020-03-10T05:05:08Z Even the most veteran sales reps can fall victim to lazy sales practices when they’re selling to someone they know. We think we can skip steps or cut corners in our sales process. These opportunities can fool us into thinking they’re a sure thing. In this episode, John Kaplan breaks down key triggers to watch out for and ways to hold yourself accountable. We cover: Key steps to take when a former buyer is in a new company and wants to purchase again Red flags to watch out for when you have a “friendly” buyer The situation we find ourselves in frequently when we are selling to Force Management customers. Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.