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Download the introduction chapter
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Get your copy of ValueSelling: Driving Up Sales One Conversation At A Time today.
ValueSelling: Driving Up Sales One Conversation At A Time is a field-honed guidebook for sales executives and managers striving to compete more effectively. Each chapter focuses on specific strategies to move the sale forward. We’ll dissect each element of the ValueSelling process and provide you with the tools to:
- Create a need for your unique capabilities
- Connect the value you bring to resolving the prospect’s critical business issues
- Motivate your prospect to act
- Establish the business case and justification
- Identify, gain and maintain access to the ultimate decision-maker
- Craft mutually agreed-upon plans with specificity so that you’re working together toward a single objective and timeline
- Put it all together so that you can shorten the time it takes for your customers
to act, and increase your productivity
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