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

  • 7h 22m 4s
  • Cheryl Geoffrion, Conrad Smith, Erik Peterson, Tim Riesterer
  • Recorded Books, Inc.
  • 2016

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.

In this Audiobook

  • Chapter 1: Create a Buying Vision
  • Chapter 2: Speak to Situations, Not Dispositions
  • Chapter 3: Unconsidered Needs Drive Unexpected Opportunity
  • Chapter 4: Keep Your Claims Limited and Focused
  • Chapter 5: Whiteboard Conversations Versus PowerPoint Presentations
  • Chapter 6: Overcoming a Fear of Heights
  • Chapter 7: Know Me Before You Meet Me: Developing Customer Insight
  • Chapter 8: Financial Statements and ROI
  • Chapter 9: Executive Engagement
  • Chapter 10: No Last-Minute Saves
  • Chapter 11: The Conversation Before the Conversation
  • Chapter 12: Pivotal Agreements
  • Chapter 13: Ask for More Than You Are Comfortable Asking
  • Chapter 14: Dealing with Price Pressure