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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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7     Know Me Before You Meet Me: Developing Customer Insight

 

You know now that executives want to talk about business. When a salesperson comes in with a product spiel, he is setting himself up for something an executive can delegate downward or pass up altogether.

Blind dates don’t work with business executives. Executives want to know what they are getting themselves into. Their time is so crunched that you have to prove you will offer them something of value aside from your product knowledge.

Me, Me, Me

You know that distant cousin of yours who shows up at family functions and corners you to tell you all about her latest trip and her annoying coworkers and how she’s remodeling her house? Twenty minutes later, you haven’t gotten a word ...

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