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The Three Value Conversations: How to Create, Elevate, and Capture Customer Value at Every Stage of the Long-Lead Sale by Cheryl Geoffrion, Conrad Smith, Tim Riesterer, Erik Peterson

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5     Whiteboard Conversations Versus PowerPoint Presentations

 

Even when you have a great story to tell, not telling it well can put the kibosh on all the good work you’ve put in as you followed the instructions in the earlier chapters. (Remember poor Morton Grodzins from the introduction to this book, who couldn’t tell a great story, despite his breakthrough research, and ended up missing out on the big prize?)

This chapter focuses on how to deliver a conversation that is just as compelling as the message you’ve created. Many salespeople proudly proclaim that they don’t use presentations or brochures or any other support tools on their sales calls. They just talk, listen, and take notes on a pad of paper—as if this “minimalist” approach ...

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