Three Value Conversations: How to Create, Elevate, and Capture Customer Value at Every Stage of the Long-Lead Sale
1st Edition
Published on 5. June 2015
206 pages
978-0-07-184972-2 (ISBN)
Available for download
Description
The three conversations B2B sale pros must have with customers to control every step of long lead buying cycle The Three Value Conversations provides the tools and methods you need to differentiate you and your solution from the competition, elevate value to the right decision maker, and maximize all sales opportunities across the entire long lead buying cycle. Based on extensive research, the authors program enables salespeople to articulate value in three essential conversations with the customer: the Differentiation Conversation (creating value), the Justification Conversation (elevating the value to the right level of decision maker), and the Maximization Conversation (capturing that value and maximizing the size of your opportunities).
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Erik Peterson | Tim Riesterer | Conrad Smith
The Three Value Conversations: How to Create, Elevate, and Capture Customer Value at Every Stage of the Long-Lead Sale
Book
09/2015
McGraw-Hill Professional
€36.90
Shipment within 15-20 days
Content
- Cover
- Praise for The Three Value Conversations
- The Three Value Conversations
- Copyright Page
- CONTENTS
- ACKNOWLEDGMENTS
- Introduction: The Storyteller
- SECTION I Create Value: The Differentiation Conversation
- 1 Create a Buying Vision
- 2 Speak to Situations, Not Dispositions
- 3 Unconsidered Needs Drive Unexpected Opportunity
- 4 Keep Your Claims Limited and Focused
- 5 Whiteboard Conversations Versus PowerPoint Presentations
- SECTION II Elevate Value: The Justification Conversation
- 6 Overcoming a Fear of Heights
- 7 Know Me Before You Meet Me: Developing Customer Insight
- 8 Financial Statements and ROI
- 9 Executive Engagement
- SECTION III Capture Value: The Maximization Conversation
- 10 No Last-Minute Saves
- 11 The Conversation Before the Conversation
- 12 Pivotal Agreements
- 13 Ask for More Than You Are Comfortable Asking
- 14 Dealing with Price Pressure
- Afterword: The Last Mile
- ENDNOTES
- INDEX
- ABOUT THE AUTHORS
