The Three Value Conversations

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

Unabridged edition

Audio CD (20 Jan 2016)

Not available for sale

Includes delivery to the United States

Out of stock

This service is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

Publisher's Synopsis

Bestselling authors reveal how B2B sale pros must engage with customers to command and 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 audiobook 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.

Book information

ISBN: 9781511312721
Publisher: Brilliance Audio
Imprint: McGraw-Hill Education on Brilliance Audio
Pub date:
Edition: Unabridged edition
Language: English
Weight: 204g
Height: 140mm
Width: 165mm
Spine width: 16mm