Hi Julie, you are amazing. I came across this video by chance, and I thoroughly enjoyed it. I'm a firm believer in Value Selling and you've just expanded on my knowledge and approach to value selling in a way that is practical and highly impactful. Listening to you, Carlos Lisa has just helped me create a triangulated model for approaching buyer relationships. 1) Decision maker/C-Suite (top of triangle - goal: value creation) 2) Procurement (left of the triangle - goal: risk mitigation) 3) User (right of the triangle - goal: compatibility). At the centre of the triangle: goal = Build Consensus I will expand on this once I start reading your book. Thnk you so much.
Hi, Setloboko--we're so glad you found the video helpful! And you're very right: We all need to consider how to build consensus across the buying group while ensuring that we mitigate risk and have an ideal fit for the end user.
Hi Julie, you are amazing. I came across this video by chance, and I thoroughly enjoyed it. I'm a firm believer in Value Selling and you've just expanded on my knowledge and approach to value selling in a way that is practical and highly impactful.
Listening to you, Carlos Lisa has just helped me create a triangulated model for approaching buyer relationships.
1) Decision maker/C-Suite (top of triangle - goal: value creation)
2) Procurement (left of the triangle - goal: risk mitigation)
3) User (right of the triangle - goal: compatibility).
At the centre of the triangle: goal = Build Consensus
I will expand on this once I start reading your book. Thnk you so much.
Hi, Setloboko--we're so glad you found the video helpful! And you're very right: We all need to consider how to build consensus across the buying group while ensuring that we mitigate risk and have an ideal fit for the end user.