blog the-value-of-creating-value 
Iannarino
JULY 4, 2021
The Gist: Your clients measure your performance by the value of the conversations they have with you. Focusing on the conversations that your clients find most valuable for their goals is the key to creating a preference to buy from you. The first thing you need to do is to create value for your prospective client.
Iannarino
JULY 14, 2021
The new conversation provides value in areas where we have not yet enabled salespeople. The reason is simple: you have to create the value your clients need to solve a new set of problems than they faced in the past. Every salesperson enters their prospective client’s office with the goal of creating a new opportunity.
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Iannarino
AUGUST 5, 2021
The key to a good first impression is the ability to create value for your client. A strong first impression will place you in the category of value creator and potential future partner. The Gist: You never get a second chance to make a first impression. Success in a first meeting all but ensures a second one.
Iannarino
JULY 5, 2021
Time each conversation based on its ability to create value for decision-makers and your other contacts. There are some conversations that create greater value for your clients earlier in the conversation. There are some conversations that create greater value for your clients earlier in the conversation.
Iannarino
AUGUST 2, 2021
Creating a repeatable process for salespeople is supposed to ensure success, but it rarely creates value for clients. The Gist: It’s heresy to say so, but the sales process was designed to solve the sales organization’s problems. We are evolving our approaches too slowly and need to innovate faster.
Iannarino
JULY 19, 2021
The Gist: The legacy approaches to the sales conversation have created a form of commoditization. For salespeople who want to be treated as partners, there is a new sales conversation that creates greater value. In these approaches, conversation order is a well-worn path that prevents differentiation. Rapport-Building.
Iannarino
JULY 6, 2021
Even though these things are important, their value can only be recognized (not to mention realized) after the client signs a contract. In reality, it is the value you create and deliver during the sales conversation that causes the client to buy from you—or to choose your competitor. You Make Sense of Their World.
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