Download The Three Value Conversations: How to Create, Elevate, and Capture Customer Value at Every Stage of the Long-Lead Sale AudioBook Free
The three discussions B2B sale advantages must have with customers to regulate every step of the long-lead buying cycle Essentially the most successful salespeople understand that they are simply fundamentally storytellers. The reality is that to succeed in sales, you will need to understand the artwork of customer discussion. The best story told in the simplest way will always win. Being amazing and memorable in your discussions is vital - but it should go beyond great delivery. You need to have the ability to articulate value. The Three Value Interactions supplies the tools and methods you will need to differentiate yourself and your solutions from your competition, elevate value to the right decision manufacturer, and optimize all sales opportunities across the whole long-lead buying cycle. The book teaches you how to:
- Create value for your leads by identifying and advising them on problems, potential dangers, and missed opportunities
- Articulate why your leads need to choose you over rival opponents
- Elevate the value of your offering to your prospect's senior-level decision makers
- Demonstrate the business enterprise and financial acumen necessary to make a persuasive, credible business circumstance for your solution
- Identify unconsidered needs that only your solution solves
- Embrace the natural tension that occurs between customers and sellers to capture and protect the value of your opportunity from unneeded discounting
