You know sellers have to bring more than product expertise and good rapport to the conversation if you want to articulate why you’re different and better, or in other words, sell value.
To many, “selling value” is an abstract, complicated concept. But, in this edition of the Sales Evangelist podcast, Corporate Visions’ Tim Riesterer makes it simple and concrete by sharing concepts from his latest co-authored book, “The Three Value Conversations.”
Listen as Tim explains the three “value moments of truth,” and the key skills needed to win in each:
- Defeating the status quo and creating the buying vision
- Building an executive-level business case
- Executing value-based exchanges during negotiations to win larger, more profitable deals.