O'Reilly logo

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

Stay ahead with the world's most comprehensive technology and business learning platform.

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, tutorials, and more.

Start Free Trial

No credit card required

 

6     Overcoming a Fear of Heights

 

By this point, you’ve learned that it’s critical to tell a story that shows your customers why they must change and change now. But what if a customer is a senior executive? How does your conversation need to change in that situation? How do you get the meeting in the first place?

One of the most memorable sales calls Conrad ever had was a call that he didn’t want to take. His assistant had scheduled a meeting with a vendor, even though Conrad thought it could easily have been handled by someone on his staff. He tried to convince his assistant that someone else could handle the meeting, but he finally relented because of her insistence.

“I was reluctant simply because I viewed the discussion as a purchase ...

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, interactive tutorials, and more.

Start Free Trial

No credit card required