The Three Value Conversations

The Three Value Conversations

Share

Peterson, Erik | Tim Riesterer, Tim | Smith, Conrad | Geoffrion, Cheryl McGraw-Hill Education, 2015 Audio summary available
Price: $99.
Subscribe
Price:
$9.95

IN THIS SUMMARY

In The Three Value Conversations, Erik Peterson, Tim Riesterer, Conrad Smith, and Cheryl Geoffrion present an alternative sales technique. Instead of pushing their products or services, salespeople should have value conversations with their prospects to engage them more effectively. They must do their research, understand their buyers’ business needs, and present solutions that speak to the buyers’ values and interests. For the conversations to be successful, salespeople must differentiate themselves from the competition, justify their solutions, and emphasize the value for themselves and their customers.