Following the success of Conversations That Win The Complex Sale, thought leaders from Corporate Visions are again teaming up with publishing giant McGraw-Hill for another status-quo busting sales book. This time, a team of four authors with years of sales and consulting experience zero in on three sales conversations that help salespeople Create, Elevate and Capture Value.
In The Three Value Conversations, slated for publication in April 2015, the authors outline three essential conversations that sales professionals must know to control every step of the buying cycle.
That’s because salespeople—and what they say with their lips moving in front of prospects—still matter. When leading analyst firm SiriusDecisions asked hundreds of B2B sales managers what the #1 reason was for their reps failing to hit quota, the most common answer was the inability to articulate value.
So how exactly do you get your salespeople to excel at this crucial skill that matters at every stage of the sales conversation? What tools and methods do they need to create the buying vision, speak to the issues that matter to key decision makers, and win profitable deals? How do you develop a sales team that’s great at getting prospects to say ‘yes’ to leaving their status quo and ‘yes’ to choosing you?
Based on extensive research, the program is founded on three essential customer conversations that salespeople must excel in to win the sale:
- The Differentiation Conversation (Creating value)
- The Justification Conversation (Elevating value to the right decision maker)
- The Maximization Conversation (Capturing value and maximizing the size of your opportunities)
The Three Value Conversations is a great B2B sales book and will help make you build a sales team that’s adept across the board at the conversations that create the buying vision and win the sale.
About the authors:
Tim Riesterer is Chief Strategy and Marketing Officer at Corporate Visions, responsible for leading the strategic direction of the company in thought leadership, positioning, and product development.
Erik Peterson is Executive Vice President of Consulting at Corporate Visions. He is responsible for leading the company’s consulting team globally, including staff and certified contractors.
Conrad Smith, Vice President of Consulting of Services at Corporate Visions, is an operations executive with over 30 years of buying experience. He has delivered the Corporate Visions’ Justification Skills to more than 12,000 sales professionals.
Cheryl Geoffrion, Vice President of Consulting Services, Corporate Visions, is an expert negotiator, facilitator, and coach in leadership development, conflict resolution, and interpersonal communication skills. She has devoted more than 24 years to elevating the business results of her client organizations and the individuals within them.