Description: Product DetailsSynopsis"The three conversations B2B sale pros must have with customers to control every step of long lead buying cycle" "The Three Value Conversations" provides the tools and methods you need to differentiate you and your solution from the competition, elevate value to the right decision maker, and maximize all sales opportunities across the entire long lead buying cycle. Based on extensive research, the authors' program enables salespeople to articulate value in three essential conversations with the customer: the Differentiation Conversation (creating value), the Justification Conversation (elevating the value to the right level of decision maker), and the Maximization Conversation (capturing that value and maximizing the size of your opportunities).Product IdentifiersISBN-100071849718ISBN-139780071849715eBay Product ID (ePID)208585162Key DetailsAuthorCheryl Geoffrion, Conrad Smith, Erik Peterson, Tim RiestererNumber Of Pages256 pagesFormatHardcoverPublication Date2015-08-17LanguageEnglishPublisherMcGraw-Hill EducationPublication Year2015Additional DetailsCopyright Date2015IllustratedYesDimensionsWeight16.5 OzHeight1 In.Width9.2 In.Length11.7 In.Target AudienceGroupTradeClassification MethodLCCN2015-016488LC Classification NumberHF5438.25Dewey Decimal658.85Dewey Edition23
Price: 22.3 USD
Location: Fairfax, Virginia
End Time: 2025-01-28T02:25:34.000Z
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All returns accepted: ReturnsNotAccepted
Brand: McGraw-Hill Education
EAN: 9780071849715
ISBN: Does not apply
UPC: 9780071849715
Publication Year: 2015
Language: English
Format: Hardcover
