{"product_id":"the-three-value-conversations-how-to-create-elevate-and-capture-customer-value-at-every-stage-of-the-long-lead-sale-hardcover","title":"The Three Value Conversations: How to Create, Elevate, and Capture Customer Value at Every Stage of the Long-Lead Sale - Hardcover","description":"\u003cdiv\u003e\u003cp style=\"text-align: right;\"\u003e\u003ca href=\"https:\/\/reportcopyrightinfringement.com\/\" target=\"_blank\" rel=\"nofollow\"\u003e\u003cb\u003eReport copyright infringement\u003c\/b\u003e\u003c\/a\u003e\u003c\/p\u003e\u003c\/div\u003e\u003cp\u003eby \u003cb\u003eErik Peterson\u003c\/b\u003e (Author), \u003cb\u003eTim Riesterer\u003c\/b\u003e (Author), \u003cb\u003eConrad Smith\u003c\/b\u003e (Author)\u003c\/p\u003e\u003cp\u003e\u003c\/p\u003e\u003cp\u003e\u003cb\u003e\u003ci\u003eThe three conversations B2B sale pros must have with customers to control every step of long lead buying cycle\u003c\/i\u003e\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe 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.\u003c\/p\u003e \u003cp\u003e\u003ci\u003eThe Three Value Conversations\u003c\/i\u003e 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: \u003c\/p\u003e\u003cul\u003e \u003cli\u003e Create value for your prospects by identifying and advising them on problems, potential threats and missed opportunities \u003c\/li\u003e\n\u003cli\u003e Articulate why your prospects need to choose you over rival competitors \u003c\/li\u003e\n\u003cli\u003e Elevate the value of your offering to your prospect's senior-level decision-makers \u003c\/li\u003e\n\u003cli\u003e Demonstrate the business and financial acumen required to make a compelling, credible business case for your solution \u003c\/li\u003e\n\u003cli\u003e Identify unconsidered needs that only your solution solves \u003c\/li\u003e\n\u003cli\u003e Embrace the natural tension that occurs between buyers and sellers to capture and protect the value of your opportunity from unnecessary discounting\u003c\/li\u003e\n\u003c\/ul\u003e \u003cp\u003eNot just another sales process book, \u003ci\u003eThe Three Value Conversations\u003c\/i\u003e 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.\u003c\/p\u003e\u003ch3\u003eAuthor Biography\u003c\/h3\u003e\u003cp\u003e\u003c\/p\u003e\u003cp\u003e\u003cb\u003eTim Riesterer\u003c\/b\u003e 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. \u003cbr\u003e \u003cb\u003eErik Peterson\u003c\/b\u003e 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.\u003cbr\u003e \u003cb\u003eConrad Smith\u003c\/b\u003e, 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.\u003cbr\u003e \u003cb\u003eCheryl Geoffrion\u003c\/b\u003e 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. \u003c\/p\u003e\n            \u003cdiv\u003e\n\u003cstrong\u003eNumber of Pages:\u003c\/strong\u003e 256\u003c\/div\u003e\n            \u003cdiv\u003e\n\u003cstrong\u003eDimensions:\u003c\/strong\u003e 1.1 x 9.1 x 6 IN\u003c\/div\u003e\n            \u003cdiv\u003e\n\u003cstrong\u003ePublication Date:\u003c\/strong\u003e August 17, 2015\u003c\/div\u003e\n            ","brand":"BooksCloud","offers":[{"title":"Default Title","offer_id":51964679913773,"sku":"9780071849715","price":38.59,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0938\/3185\/6429\/files\/the-three-value-conversations-how-to-create-elevate-and-capture-customer-value-at-every-stage-of-the-long-lead-sale-hardcover-1655608.webp?v=1775476807","url":"https:\/\/ishookbooks.com\/products\/the-three-value-conversations-how-to-create-elevate-and-capture-customer-value-at-every-stage-of-the-long-lead-sale-hardcover","provider":"iShook Books","version":"1.0","type":"link"}