The three conversations B2B sale pros must have with customers to control every step of long lead buying cycle The most successful salespeople understand that they are fundamentally storytellers. The reality is that to succeed in sales, you need to master the art of customer conversation. The best story told in the best way will always win. Being remarkable and memorable in your conversations is very important―but it goes beyond great delivery. You must be able to articulate value. The Three Value Conversations provides the tools and methods you need to differentiate yourself and your solutions from the competition, elevate value to the right decision maker, and maximize all sales opportunities across the entire long lead buying cycle. The book teaches you how to:
<ul>
<li> Create value for your prospects by identifying and advising them on problems, potential threats and missed opportunities </li>
<li> Articulate why your prospects need to choose you over rival competitors </li>
<li> Elevate the value of your offering to your prospect’s senior-level decision-makers </li>
<li> Demonstrate the business and financial acumen required to make a compelling, credible business case for your solution </li>
<li> Identify unconsidered needs that only your solution solves </li>
<li> Embrace the natural tension that occurs between buyers and sellers to capture and protect the value of your opportunity from unnecessary discounting</li>
</ul>
Not just another sales process book, The Three Value Conversations equips you with practical, hands-on concepts for engaging prospects and customers at any moment in the buying cycle with the specific stories and skills to create, elevate, and capture value.

The Three Value Conversations: How to Create, Elevate, and Capture Customer Value at Every Stage of the Long-Lead Sale

Business & Money

PETERSON

Management & Leadership

McGraw=Hill

Computer Networks Ise

Larry L.

Morgan Kaufmann

Mechanics And Thermodynamics Of Propulsion

Carl

HILL

PHILIP

Study Guide

Reference

Pearson Higher Education

Therapeutic Recreation

Medical Books

Prentice Hall PTR

Presents a comprehensive and integrated method for program design and evaluation. Uses a systems approach to program planning with step-by-step procedures. Information related to activity analysis, treatment plans, and management concerns are examined.

Therapeutic Recreation Prog

Sports & Outdoors

Sagamore Pub Llc

Written by an award-winning teacher, this 15-chapter introduction to abnormal psychology relies on the current biopsychosocial approach. The Psychology of Abnormality places psychopathology in its multiple contexts--historical, social, and cultural, with particular focus on human diversity.  Features:  * Multiple contexts - historical, social, and cultural - provide students with a broad perspective of abnormal behaviour. * DSM-IV, current research, and integrated case studies help students explore the current state of psychopathology. * Integrated textual examples on human diversity and "Focus" boxes at the end of each chapter encourage students to explore beyond their boundaries and help them understand the effects of diversity on human behaviour. * The text stresses the continuity between normal and abnormal behaviour which gives students an understanding of the complexity in determining what constitutes "abnormal" behaviour. * Parallel figures and charts throughout unify the text and encourage students to compare and contrast material they have learned.

Study Guide to accompany The Psychology of Abnormality

Health, Fitness & Dieting

Psychology & Counseling

Harcourt Brace College Publishers

The Psychology Of Abnormality

Operating Systems Concepts 2e Wss

Computers & Technology

Programming

Addison Wesley Higher Education (a Pearson Education company)

Beyond Order: 12 More Rules for Life

Product Description 
In 12 Rules for Life, acclaimed public thinker and clinical psychologist Jordan B. Peterson offered an antidote to the chaos in our lives: eternal truths applied to modern anxieties. His insights have helped millions of readers and resonated powerfully around the world. Now in this much-anticipated sequel, Peterson goes further, showing that part of life's meaning comes from reaching out into the domain beyond what we know, and adapting to an ever-transforming world. While an excess of chaos threatens us with uncertainty, an excess of order leads to a lack of curiosity and creative vitality. Beyond Order therefore calls on us to balance the two fundamental principles of reality - order and chaos ­- and reveals the profound meaning that can be found on the path that divides them. In times of instability and suffering, Peterson reminds us that there are sources of strength on which we can all draw: insights borrowed from psychology, philosophy, and humanity's greatest myths and stories. Drawing on the hard-won truths of ancient wisdom, as well as deeply personal lessons from his own life and clinical practice, Peterson offers twelve new principles to guide readers towards a more courageous, truthful and meaningful life. 
 About the Author 
Dr. Jordan B. Peterson is the bestselling author of 12 Rules for Life, which has sold more than five million copies worldwide. After working for decades as a clinical psychologist and a professor at Harvard and the University of Toronto, Peterson has become one of the world's most influential public intellectuals. His YouTube videos and podcasts have gathered a worldwide audience of hundreds of millions, while his book tour reached more than 250,000 people in major cities around the globe. With his students and colleagues, Dr. Peterson has published more than one hundred scientific papers, and his 1999 book Maps of Meaning revolutionized the psychology of religion. He lives in Toronto, Ontario with his family.

Self-Help

Jordan B.

Happiness

Penguin

See the best price to sell, buy, or rent books by PETERSON. BookScouter helps to compare book prices from 25+ online bookstores and 30+ buyback vendors with a single search.

Books by PETERSON