首頁外文書商業行銷企業管理 〉The Three Value Conversations: How to Create, Elevate, and Capture Customer Value at Every Stage of the Long-Lead Sale
商品訊息
作者書籍
The Three Value Conversations: How to Create, Elevate, and Capture Customer Value at Every Stage of the Long-Lead Sale

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


作者  /  Erik Peterson/ Tim Riesterer/ Conrad Smith/ Cheryl Geoffrion

出版社 / McGraw-Hill Education (Singapore)

出版日期 / 2015/06/05

商品語言 / 英文

裝訂 / 精裝

定價 / NT$1,120

售價 / 9折, NT$ 1,008

※ 此商品需向門市調貨,備齊後出貨


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


introduction all_character


內容簡介

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 great delivery. You must be able to articulate value.

The Three Value Conversations 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:

Create value for your prospects by identifying and advising them on problems, potential threats and missed opportunities
Articulate why your prospects need to choose you over rival competitors
Elevate the value of your offering to your prospect’s senior-level decision-makers
Demonstrate the business and financial acumen required to make a compelling, credible business case for your solution
Identify unconsidered needs that only your solution solves
Embrace the natural tension that occurs between buyers and sellers to capture and protect the value of your opportunity from unnecessary discounting
Not just another sales process book, The Three Value Conversations 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.







詳細資料

誠品26碼 /2681262131008
ISBN 13 /9780071849715
ISBN 10 /0071849718
EAN /9780071849715

頁數256
尺寸23.1X15.2X2.8CM
裝訂精裝
級別
語言英文
成份




Share/Save/Bookmark

查看全台書店有無此商品