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The three value conversations : how to create, elevate, and capture customer value at every stage of the long-lead sale

Author: Erik Peterson, (Economist); Tim Riesterer; Conrad Smith; Cheryl Geoffrion
Publisher: New York : McGraw-Hill Education, [2015]
Edition/Format:   Print book : EnglishView all editions and formats
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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  Read more...

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Document Type: Book
All Authors / Contributors: Erik Peterson, (Economist); Tim Riesterer; Conrad Smith; Cheryl Geoffrion
ISBN: 9780071849715 0071849718
OCLC Number: 891854309
Description: xvii, 232 pages : illustrations ; 24 cm
Contents: Create value: the differentiation conversation. Create a buying vision --
Speak to situations, not dispositions --
Unconsidered needs drive unexpected opportunity --
Keep your claims limited and focused --
Whiteboard conversations versus PowerPoint presentations --
Elevate value: the justification conversation. Overcoming a fear of heights --
Know me before you meet me: developing customer insight --
Financial statements and ROI --
Executive engagement --
Capture value: the maximization conversation. No last-minute saves --
The conversation before the conversation --
Pivotal agreements --
Ask for more than you are comfortable asking --
Dealing with price pressure --
Afterword: The last mile.
Responsibility: Erik Peterson, Tim Riesterer, Conrad Smith, Cheryl Geoffrion.

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