01745nam a2200253 a 4500 vtls000060296 KUKTEM 20251125093136.0 120525t2011 nyua f 000 0 eng d 9780071750905 (alk. paper) 201207061222 fauzi 201205251057 sri UMP HF5438.5 .P48 2011 Peterson, Erik Conversations that win the complex sale : using power messaging to create more opportunities, differentiate your solutions, and close more deals / Erik Peterson, Timothy Riesterer 1st ed. New York : McGraw-Hill, c2011 xv, 250 p. : ill. ; 24 cm. 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 Sales promotion Communication in marketing Riesterer, Tim 0 0 0 0 20000 20000 2019-09-04 91.88 0 HF5438.5 .P48 2011 0000065480 2019-09-04 00:00:00 1 91.88 2019-09-04 OPEN VIRTUA40 61799 61805 VTLSSORT0080*0200*0400*0900*1000*2450*2500*2600*3000*5050*6500*6501*7000*9992