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

The Three Value Conversations: How to Create, Elevate, and Capture Customer Value at Every Stage of the Long-Lead Sale
Author :
Publisher : McGraw Hill Professional
Total Pages : 256
Release :
ISBN-10 : 9780071849722
ISBN-13 : 0071849726
Rating : 4/5 (726 Downloads)

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

Download or read book The Three Value Conversations: How to Create, Elevate, and Capture Customer Value at Every Stage of the Long-Lead Sale written by Erik Peterson and published by McGraw Hill Professional. This book was released on 2015-06-05 with total page 256 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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).


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

The Three Value Conversations: How to Create, Elevate, and Capture Customer Value at Every Stage of the Long-Lead Sale
Language: en
Pages: 256
Authors: Erik Peterson
Categories: Business & Economics
Type: BOOK - Published: 2015-06-05 - Publisher: McGraw Hill Professional

DOWNLOAD EBOOK

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
Conversations That Win the Complex Sale: Using Power Messaging to Create More Opportunities, Differentiate your Solutions, and Close More Deals
Language: en
Pages: 272
Authors: Erik Peterson
Categories: Business & Economics
Type: BOOK - Published: 2011-04-15 - Publisher: McGraw Hill Professional

DOWNLOAD EBOOK

Win more deals with the perfect sales story! “Power Messaging is a foundational element in our global marketing campaigns and sales training programs. We beli
Effective Sales Enablement
Language: en
Pages: 257
Authors: Pam Didner
Categories: Business & Economics
Type: BOOK - Published: 2018-10-03 - Publisher: Kogan Page Publishers

DOWNLOAD EBOOK

Sales enablement is a proven system for increasing revenue and productivity by creating integrated content, training and coaching for the sales function. Writte
The Expansion Sale: Four Must-Win Conversations to Keep and Grow Your Customers
Language: en
Pages: 268
Authors: Erik Peterson
Categories: Business & Economics
Type: BOOK - Published: 2020-02-11 - Publisher: McGraw Hill Professional

DOWNLOAD EBOOK

Proven customer engagement approaches for winning in the most important moments driving profitability and growth—customer retention and expansion Industry ana
Accelerate the Sale: Kick-Start Your Personal Selling Style to Close More Sales, Faster
Language: en
Pages: 272
Authors: Mark Rodgers
Categories: Business & Economics
Type: BOOK - Published: 2011-07-01 - Publisher: McGraw Hill Professional

DOWNLOAD EBOOK

Open the throttle on your sales potential—and leave your competitors in the dust! Selling today can be brutal. You need to rev it up if you want to close more