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August 31, 2018 @ 11:00 am - 12:00 pm EDT
Challenging prospects is a proven way to get them to do something different. But what about when it’s time to convince your customers to renew with you or even get them to expand?
In this SAMA series webinar, Tim Riesterer, co-author of The Three Value Conversations, and Warwick Business School professor Dr. Nick Lee explore science-backed messaging research that reveals when you should deploy a disruptive message and when you should throttle back. These studies help you tell the right story for the right buying situation – and leave behind the one-size-fits-all approaches and sales methodologies that could be setting you back. You’ll learn how to:
- Disrupt status quo bias when you need to win new business
- Reinforce status quo bias when you need to keep and expand with existing customers
- Break free from one-size-fits-all approaches to the customer conversation and get more situationally fluent with your sales messaging and skills.