Discover the verbal behaviours most aligned with increased profit.

Download the whitepaper 'How to create and capture value' to learn the behaviours every sales team needs to know, including:

  • The value creating behaviours you can use to understand customer needs

  • the value creating behaviours that help differentiate you from your competition

  • the value retaining behaviours you can implement during negotiation.

Essential reading for sales leaders.

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Key insights from Creating and capturing value;

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In consultative sales, sellers need to be able to address specific needs when demonstrating value.

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Larger organisations need to manage implementations effectively from start to finish, to be successful.

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In transactional sales, sellers need to focus on price later in the sales process.