The three value conversations
Subtitle: how to create, elevate, and capture customer value at every stage of the long-lead sale
By: Erik Peterson, Tim Riesterer, Conrad Smith, Cheryl Geoffrion
Contributors: Riesterer, Tim, author; Smith, Conrad, author; Geoffrion, Cheryl, author
Published: 2015
Language: eng
Number of pages: 232
ISBN-13: 9780071849715
Subjects: Communication in marketing; Sales promotion
Notes: Includes bibliographical references and index.
Table of contents: title: Create value: the differentiation conversation. Create a buying vision; title: Speak to situations, not dispositions; title: Unconsidered needs drive unexpected opportunity; title: Keep your claims limited and focused; title: Whiteboard conversations versus PowerPoint presentations; title: Elevate value: the justification conversation. Overcoming a fear of heights; title: Know me before you meet me: developing customer insight; title: Financial statements and ROI; title: Executive engagement; title: Capture value: the maximization conversation. No last-minute saves; title: The conversation before the conversation; title: Pivotal agreements; title: Ask for more than you are comfortable asking; title: Dealing with price pressure; title: Afterword: The last mile.