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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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13     Ask for More Than You Are Comfortable Asking

 

Asking for Pivotal Agreements will cause tension because these are not things that customers will easily give you, and you are stretching yourself to ask for more than you typically do.

This concept of stretching to ask for something more is called setting high targets. You’ve long heard the sales adage, “Those who ask for more get more.” While this is true, a better way to think about setting high targets is this: ask for more than you’re comfortable asking.

Undoubtedly, you’ve been bruised and battered over time, and you carry the scars of deals lost to competitors with lower price points. You might even feel a bit like Oliver Twist in Charles Dickens’s book of the same name.

There’s ...

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