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Index
Cover
Praise for The Three Value Conversations
The Three Value Conversations
Copyright Page
CONTENTS
ACKNOWLEDGMENTS
Introduction: The Storyteller
SECTION I Create Value: The Differentiation Conversation
1 Create a Buying Vision
2 Speak to Situations, Not Dispositions
3 Unconsidered Needs Drive Unexpected Opportunity
4 Keep Your Claims Limited and Focused
5 Whiteboard Conversations Versus PowerPoint Presentations
SECTION II Elevate Value: The Justification Conversation
6 Overcoming a Fear of Heights
7 Know Me Before You Meet Me: Developing Customer Insight
8 Financial Statements and ROI
9 Executive Engagement
SECTION III Capture Value: The Maximization Conversation
10 No Last-Minute Saves
11 The Conversation Before the Conversation
12 Pivotal Agreements
13 Ask for More Than You Are Comfortable Asking
14 Dealing with Price Pressure
Afterword: The Last Mile
ENDNOTES
INDEX
ABOUT THE AUTHORS
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