The Three Value Conversations: How to Create, Elevate, and Capture Customer Value at Every Stage of the Long-Lead Sale
Language: English
Published by McGraw Hill, 2015
- Hardcover
- Used
Seller: ZBK Books, Carlstadt, NJ, U.S.A.ZBK Books
AbeBooks seller since March 10, 2023
Item description from seller
Seller Inventory # ZWV.0071849718.LN
- Title
- The Three Value Conversations: How to Create, Elevate, and Capture Customer Value at Every Stage of the Long-Lead Sale
- Author
- PETERSON
- Publisher
- McGraw Hill
- Publication year
- 2015
- Condition
- like_new
- Binding
- Hardcover
- Language
- English
- ISBN 10
- 0071849718
- ISBN 13
- 9780071849715
The three conversations B2B sale pros must have with customers to 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 book 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.
"Synopsis" may belong to another edition of this title.
About the Author
Tim Riesterer is Chief Strategy and Marketing Officer of Corporate Visions, responsible for leading the strategic direction of the company in thought leadership, positioning and product development.
Erik Peterson is Executive Vice President of Consulting of Corporate Visions. He is responsible for leading the company’s consulting team globally, including staff and certified contractors.
Conrad Smith, Vice President Consulting Services, Corporate Visions is an operations executive with over 30 years of buying experience. He has delivered the Corporate Visions’ Justification Skills to more than 12,000 people.
Cheryl Geoffrion is Vice President of Consulting Services for Corporate Visions. She has devoted more than 24 years to elevating the business results of her client organizations and the individuals within them.
"About the title" may belong to another edition of this title.
Shipping rates within U.S.A.
| Item | 4 to 8 business days | 4 to 8 business days |
|---|---|---|
| First item | £ 0.00 | £ 0.00 |
Payment methods
Store description
Specialty
New and Used booksSeller's business information
ZBK International Inc
352 Washington Ave
Carlstadt, NJ U.S.A. 07072
Right of withdrawal
If you are a consumer you can withdraw from the contract in accordance with the following. Consumer means any natural person who is acting for purposes which are outside his trade, business, craft or profession.
Information regarding the right of withdrawal
Statutory right to withdraw
You have the right to withdraw from this contract within 14 days without giving any reason.
The withdrawal period will expire after 14 days from the day on which you acquire, or a third party other than the carrier and indicated by you acquires, physical possession of the last good or the last lot or piece.
To exercise the right of withdrawal, electronically fill in and submit a clear statement on our website, under "My Purchases" in "My Account". We will communicate to you an acknowledgement of receipt of such a withdrawal on a durable medium (e.g. by e-mail) without delay.
To meet the withdrawal deadline, it is sufficient for you to send your communication concerning your exercise of the right of withdrawal before the withdrawal period has expired.
Effects of withdrawal
If you withdraw from this contract, we will reimburse to you all payments received from you, including the costs of delivery (except for the supplementary costs arising if you chose a type of delivery other than the least expensive type of standard delivery offered by us).
We may make a deduction from the reimbursement for loss in value of any goods supplied, if the loss is the result of unnecessary handling by you.
We will make the reimbursement without undue delay, and not later than 14 days after the day on which we are informed about your decision to withdraw from this contract.
We will make the reimbursement using the same means of payment as you used for the initial transaction, unless you have expressly agreed otherwise; in any event, you will not incur any fees as a result of such reimbursement.
We may withhold reimbursement until we have received the goods back, or you have supplied evidence of having sent back the goods, whichever is the earliest.
You shall send back the goods or hand them over to ZBK Books, Belleville, New Jersey, U.S.A., without undue delay and in any event not later than 14 days from the day on which you communicate your withdrawal from this contract to us. The deadline is met if you send back the goods before the period of 14 days has expired. You will have to bear the direct cost of returning the goods. You are only liable for any diminished value of the goods resulting from the handling other than what is necessary to establish the nature, characteristics and functioning of the goods.
Exceptions to the right of withdrawal
The right of withdrawal does not apply to:
- The delivery of newspapers, journals or magazines with the exception of subscription contracts; and
- The supply of digital content which is not supplied on a tangible medium (e.g. on a CD or DVD) if you accepted when you placed your order that we could start to deliver it, and that you could not withdraw once delivery had started.