Selling Value: A Teachable, Learnable Skill

SellingValue

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.

Enjoy the podcast!

Tim Riesterer

Tim Riesterer

Chief Strategy Officer

Tim Riesterer has dedicated his career to improving the conversations marketers and salespeople have with prospects and customers. His books, “Customer Message Management”, “Conversations that Win the Complex Sale”, “Three Value Conversations”, and "The Expansion Sale", focus on improving market-ready messages and tools that marketers and salespeople can use to win more deals. As chief strategy and research officer for Corporate Visions, he sets the direction and develops products for this leading marketing and sales messaging, content and training company.

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