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

Business & Finance, Marketing & Sales, Customer Service, Human Resources & Personnel Management, Training
Cover of the book The Three Value Conversations: How to Create, Elevate, and Capture Customer Value at Every Stage of the Long-Lead Sale by Erik Peterson, Tim Riesterer, Conrad Smith, Cheryl Geoffrion, McGraw-Hill Education
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Author: Erik Peterson, Tim Riesterer, Conrad Smith, Cheryl Geoffrion ISBN: 9780071849722
Publisher: McGraw-Hill Education Publication: June 5, 2015
Imprint: McGraw-Hill Education Language: English
Author: Erik Peterson, Tim Riesterer, Conrad Smith, Cheryl Geoffrion
ISBN: 9780071849722
Publisher: McGraw-Hill Education
Publication: June 5, 2015
Imprint: McGraw-Hill Education
Language: English

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).

View on Amazon View on AbeBooks View on Kobo View on B.Depository View on eBay View on Walmart

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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