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

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

  • Author : Erik Peterson
  • Release Date : 2015-06-05
  • Publisher : McGraw Hill Professional
  • Genre : Business & Economics
  • Pages : 256
  • ISBN 13 : 0071849726
  • File Size : 33,33 MB
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The Three Value Conversations: How to Create, Elevate, and Capture Customer Value at Every Stage of the Long-Lead Sale by Erik Peterson PDF Summary

Book 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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