8. Creating Powerful Value Propositions

  1. Ron Karr

Published Online: 11 NOV 2011

DOI: 10.1002/9781118257876.ch8

Lead, Sell, or Get Out of the Way: The 7 Traits of Great Sellers

Lead, Sell, or Get Out of the Way: The 7 Traits of Great Sellers

How to Cite

Karr, R. (2009) Creating Powerful Value Propositions, in Lead, Sell, or Get Out of the Way: The 7 Traits of Great Sellers, John Wiley & Sons, Inc., Hoboken, NJ, USA. doi: 10.1002/9781118257876.ch8

Publication History

  1. Published Online: 11 NOV 2011
  2. Published Print: 9 MAR 2009

ISBN Information

Print ISBN: 9780470402184

Online ISBN: 9781118257876

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Keywords:

  • sales cycle;
  • selling tactics;
  • organizations;
  • sales conversation;
  • salespeople

Summary

This chapter contains sections titled:

  • What's Still Missing?

  • The Consequence of the Prospect's Choices

  • The Consequence Question

  • You Are Asking People to Change!

  • Change Can Be Painful!

  • What Is the Consequence of Not Working with You?

  • Build Up to the Consequence Question

  • The Value Equation

  • Don't Try to Use a Script to Set Up Your Consequence Question!

  • Do You Fear the Consequence Question?

  • Deal or No Deal?

  • Three Motivators

  • What's the Compelling Reason?

  • Case Study: Kodak

  • The All-in-One Value Proposition

  • Kodak's Strategic Plan

  • The Value Is in the Mix

  • Take the Time, Make It Unique

  • Your Chapter Eight Commitment