Conversations that win the complex sale : using power messaging to create more opportunities, differentiate your solutions, and close more deals / Erik Peterson, Timothy Riesterer
Material type:
TextPublication details: New York : McGraw-Hill, c2011Edition: 1st edDescription: xv, 250 p. : ill. ; 24 cmISBN: - 9780071750905 (alk. paper)
| Item type | Current library | Call number | Copy number | Status | Date due | Barcode | |
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Open Shelf
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UMPLIB PEKAN | HF5438.5 .P48 2011 (Browse shelf(Opens below)) | 1 | Available | 0000065480 |
The power of change -- Intentions and instincts -- Overcoming the status quo -- Bring a little bad news : if you want customers to care enough to do something different -- Everyone lives in story : even your buyers -- The power of story -- Finding your story : the value wedge -- Building your story : power positions -- You-phrasing creates engagement and ownership -- The hero model : play the right part -- The hammock -- Your power message -- Grabbers : creating impact and spiking attention -- Stories with contrast : help them see value -- Props : 3d visuals : are you serious? -- Big pictures : making the abstract more concrete : the complex more simple -- Stories, metaphors and analogies -- Messaging for the decision : old brain vs. new brain -- Proof points : pain vs. gain -- Messaging delivery : your words, voice, and body