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Must-Win Deals: How To Close Them (And Why We Lose Them)

4.4/5 ( ratings)

In this crisp, accessible read, Steve Thompson brings value back to the light of day by highlighting the four key challenges that make it difficult for customers to award must-win deals to you.

1. They don't understand your value proposition.
2. They can't connect their value goal with your proposal.
3. Your price is too high, and you don't have a negotiation plan to keep value in the deal.
4. They don't know the past value you've delivered.

Some-or all-of the above are why Must-Win Deals is a must read for you and everyone on your sales team.

Format: Kindle Edition

Publisher: Value Lifecycle

Release: November 13, 2018

Must-Win Deals: How To Close Them (And Why We Lose Them)

4.4/5 ( ratings)

In this crisp, accessible read, Steve Thompson brings value back to the light of day by highlighting the four key challenges that make it difficult for customers to award must-win deals to you.

1. They don't understand your value proposition.
2. They can't connect their value goal with your proposal.
3. Your price is too high, and you don't have a negotiation plan to keep value in the deal.
4. They don't know the past value you've delivered.

Some-or all-of the above are why Must-Win Deals is a must read for you and everyone on your sales team.

Format: Kindle Edition

Publisher: Value Lifecycle

Release: November 13, 2018

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