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

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9780071849715: The Three Value Conversations: How to Create, Elevate, and Capture Customer Value at Every Stage of the Long-Lead Sale (Business Books)

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.

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About the Author:

Tim Riesterer is Chief Strategy and Marketing Officer of Corporate Visions, responsible for leading the strategic direction of the company in thought leadership, positioning and product development.
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.
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. She has devoted more than 24 years to elevating the business results of her client organizations and the individuals within them.

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Editorial: Mcgraw Hill Publishers
ISBN 10: 0071849718 ISBN 13: 9780071849715
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Erik Peterson, Tim Riesterer, Conrad G. Smith
Editorial: McGraw-Hill Education - Europe, United States (2016)
ISBN 10: 0071849718 ISBN 13: 9780071849715
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Descripción McGraw-Hill Education - Europe, United States, 2016. Hardback. Estado de conservación: New. Language: English . Brand New 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. Nº de ref. de la librería AA39780071849715

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Erik Peterson, Tim Riesterer, Conrad G. Smith
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ISBN 10: 0071849718 ISBN 13: 9780071849715
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Descripción McGraw-Hill Education - Europe, United States, 2016. Hardback. Estado de conservación: New. Language: English . Brand New 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. Nº de ref. de la librería AA39780071849715

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Peterson, Erik, Riesterer, Tim, Smith, Conrad, Geoffrion, Cheryl
Editorial: McGraw-Hill Education (2015)
ISBN 10: 0071849718 ISBN 13: 9780071849715
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Descripción McGraw-Hill Education, 2015. Estado de conservación: New. 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. Num Pages: 256 pages. BIC Classification: KJS. Category: (P) Professional & Vocational. Dimension: 238 x 161 x 30. Weight in Grams: 472. . 2015. 1st Edition. Hardcover. . . . . . Nº de ref. de la librería V9780071849715

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Peterson, Erik, Riesterer, Tim, Smith, Conrad, Geoffrion, Cheryl
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Descripción McGraw-Hill Education. Estado de conservación: New. 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. Num Pages: 256 pages. BIC Classification: KJS. Category: (P) Professional & Vocational. Dimension: 238 x 161 x 30. Weight in Grams: 472. . 2015. 1st Edition. Hardcover. . . . . Books ship from the US and Ireland. Nº de ref. de la librería V9780071849715

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Erik Peterson, Tim Riesterer, Conrad Smith, Cheryl Geoffrion
Editorial: McGraw-Hill Education 2015-09-01, New York (2015)
ISBN 10: 0071849718 ISBN 13: 9780071849715
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Descripción McGraw-Hill Education 2015-09-01, New York, 2015. hardback. Estado de conservación: New. Nº de ref. de la librería 9780071849715

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Descripción Estado de conservación: New. Depending on your location, this item may ship from the US or UK. Nº de ref. de la librería 97800718497150000000

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Erik Peterson; Tim Riesterer; Conrad Smith; Cheryl Geoffrion
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Descripción McGraw-Hill Education, 2015. Estado de conservación: New. book. Nº de ref. de la librería ria9780071849715_rkm

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Erik Peterson; Tim Riesterer; Conrad Smith; Cheryl Geoffrion
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Descripción McGraw-Hill Education, 2015. Estado de conservación: New. Nº de ref. de la librería EH9780071849715

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