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

by Erik Peterson, Tim Riesterer, Cheryl Geoffrion, et al.

Book Overview

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...

• Format: Hardcover
• Language: English
• ISBN: 0071849718
• ISBN13: 9780071849715
• Release Date: August 2015
• Publisher: McGraw-Hill Companies
• Length: 256 Pages
• Weight: 0.90 lbs.
• Dimensions: 1.1" x 6.0" x 9.1"