CHAPTER 15
Visualizing Value
The best way to learn about maximum value selling is to see what it looks like. Figure 15-1 is a generic sales process. The horizontal x-axis, TIME, measures the duration of the sales process and all the individual sales touches. The vertical y-axis, VALUE, measures the value received by the customer during each step in that process.
FIGURE 15-1. The Typical Sales Process: Building to the Close
First, note how each little peak in the process signifies a touch, or a customer interaction. It is represented as a peak because the value that you can deliver occurs during a sales interaction. When you are not in front ...
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