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The Three Value Conversations Lib/E: How to Create, Elevate, and Capture Customer Value at Every Stage of the Long-Lead Sale

The Three Value Conversations Lib/E: How to Create, Elevate, and Capture Customer Value at Every Stage of the Long-Lead Sale


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About the Book

The three conversations B2B sale pros must have with customers to control every step of long lead buying cycle The most successful salespeople understand that they are fundamentally storytellers. The reality is that to succeed in sales, you need to master the art of customer conversation. The best story told in the best way will always win. Being remarkable and memorable in your conversations is very important-but it goes beyond great delivery. You must be able to articulate value. The Three Value Conversations provides the tools and methods you need to differentiate yourself and your solutions from the competition, elevate value to the right decision maker, and maximize all sales opportunities across the entire long lead buying cycle. The book teaches you how to: Create value for your prospects by identifying and advising them on problems, potential threats and missed opportunities Articulate why your prospects need to choose you over rival competitors Elevate the value of your offering to your prospect's senior-level decision-makers Demonstrate the business and financial acumen required to make a compelling, credible business case for your solution Identify unconsidered needs that only your solution solves Embrace the natural tension that occurs between buyers and sellers to capture and protect the value of your opportunity from unnecessary discounting Not just another sales process book, The Three Value Conversations equips you with practical, hands-on concepts for engaging prospects and customers at any moment in the buying cycle with the specific stories and skills to create, elevate, and capture value.

About the Author :
Erik Peterson is Executive Vice President of Consulting of Corporate Visions. He is responsible for leading the company's consulting team globally, including staff and certified contractors. Tim Riesterer, chief strategy officer of Corporate Visions, conducts original, exclusive research in the area of decision-making science and its use in B2B marketing, sales, and customer success. He partners with leading academic researchers in the area of behavioral science, persuasion, and negotiations to test and develop the concepts that are then proven with clients in real-world application. Conrad Smith, Vice President Consulting Services, Corporate Visions, is an operations executive with over 30 years of buying experience. He has delivered the Corporate Visions' Justification Skills to more than 12,000 people. Cheryl Geoffrion is Vice President of Consulting Services for Corporate Visions. An expert negotiator and facilitator, she has more than 24 years of experience elevating the business results of client organizations and the individuals within them.


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Product Details
  • ISBN-13: 9798200812714
  • Publisher: McGraw Hill-Ascent Audio
  • Publisher Imprint: McGraw Hill-Ascent Audio
  • Edition: Unabridged edition
  • Sub Title: How to Create, Elevate, and Capture Customer Value at Every Stage of the Long-Lead Sale
  • ISBN-10: 8200812715
  • Publisher Date: 17 Aug 2015
  • Binding: CD-Audio
  • Language: English


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The Three Value Conversations Lib/E: How to Create, Elevate, and Capture Customer Value at Every Stage of the Long-Lead Sale
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