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    The three value conversations : how to create, elevate, and capture customer value at every stage of the long-lead sale / Erik Peterson, Tim Riesterer, Conrad Smith, Cheryl Geoffrion.

    By: Peterson, Erik (Economist) [author.]Contributor(s): Riesterer, Tim [author.] | Smith, Conrad [author.] | Geoffrion, Cheryl [author.]Material type: TextTextPublisher: New York : McGraw-Hill Education, [2015]Description: xvii, 232 pages : illustrations ; 24 cmContent type: text | still image Media type: unmediated Carrier type: volumeISBN: 9780071849715; 0071849718Subject(s): Sales promotion | Communication in marketing | Communication in marketing | Sales promotion | BUSINESS & ECONOMICS / Sales & SellingDDC classification: 658.85 | 658.82 LOC classification: HF5438.5 | .P4845 2015Other classification: BUS058000
    Contents:
    Create value: the differentiation conversation. Create a buying vision -- Speak to situations, not dispositions -- Unconsidered needs drive unexpected opportunity -- Keep your claims limited and focused -- Whiteboard conversations versus PowerPoint presentations -- Elevate value: the justification conversation. Overcoming a fear of heights -- Know me before you meet me: developing customer insight -- Financial statements and ROI -- Executive engagement -- Capture value: the maximization conversation. No last-minute saves -- The conversation before the conversation -- Pivotal agreements -- Ask for more than you are comfortable asking -- Dealing with price pressure -- Afterword: The last mile.
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    Item type Current library Call number Copy number Status Notes Date due Barcode
    Books Books Female Library
    		HF5438.5 .P4845 2015 (Browse shelf (Opens below)) 1 Available STACKS 51952000346104
    Books Books Main Library
    		HF5438.5 .P4845 2015 (Browse shelf (Opens below)) 1 Available STACKS 51952000346098

    Includes bibliographical references and index.

    Create value: the differentiation conversation. Create a buying vision -- Speak to situations, not dispositions -- Unconsidered needs drive unexpected opportunity -- Keep your claims limited and focused -- Whiteboard conversations versus PowerPoint presentations -- Elevate value: the justification conversation. Overcoming a fear of heights -- Know me before you meet me: developing customer insight -- Financial statements and ROI -- Executive engagement -- Capture value: the maximization conversation. No last-minute saves -- The conversation before the conversation -- Pivotal agreements -- Ask for more than you are comfortable asking -- Dealing with price pressure -- Afterword: The last mile.

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