ENGLISH

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

By Peterson , Cheryl , Erik; Riesterer , Tim; Smith , Conrad; Geoffrion

Book information

Publisher
McGraw-Hill Education
Year
2015
ISBN
978-0-07-184972-2, 0-07-184972-6, 978-0-07-184971-5, 0-07-184971-8
Language
english
Format
EPUB
Filesize
8 MB (8028547 bytes)
Edition
Version 1.0
Pages
\0
Time added
2017-08-15 11:00:00
Sales promotion.;Communication in marketing.;Marke

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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