The Three Value Conversations That Can Change Everything
The science of decision making is complex but important. Tim Riesterer, Chief Strategy and Research Officer at Corporate Visions, is the master of explaining the hidden forces that shape why and how choices are made. Many sales reps chase after traditional sales approaches only to see them fail time and time again. Reps need something new. They need to start using data and science. They need to realize they can take their power back by understanding the science of why people do what they do and changing their behavior accordingly.
In This Episode You’ll Learn:
– Create Value – The differentiation conversation – how do you create more opportunities and start putting distance between you and your competitors
– Evaluate Value – The justification conversation – Why most sales reps are not ready to have executive level conversations and how you can start talking about what executives want to talk about
– Capture Value – The maximization conversation – How you can move from negotiation to understanding the balance of power and move to a value-based sales approach
Links and Resources Related to This Episode:
114: Next Era Selling: Key Strategies to Make Your Business Unstoppable w/Britton Manasco @Visible Impact
113: The Truth About Social Selling w/Koka Sexton @Hootsuite
110: Unraveling the Sales Technology Stack w/Lauren Chacon @ConstantContact, Deron Frye @PGi, & Jeff Skousen @Domo
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- Xant Team