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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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10     No Last-Minute Saves

 

In the previous two sections, you learned how to have a conversation that differentiates you from the status quo and your competitors and how to justify your solution to executive decision makers, including the C-suite. Both are powerful disciplines that change more than the words you use. They change the nature of your relationship with your prospect.

As you shift your conversations to differentiate yourself and your offering in a whole new way, your customers won’t simply sit there in passive awe of your new skills. They will be impressed, but at the same time, they will realize that this interaction is different from the sales conversations they’ve had in the past.

In particular, they will see that you’ve ...

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