000			01745nam a2200253 a 4500
001			vtls000060296
003			KUKTEM
005			20251125093136.0
008			120525t2011 nyua f 000 0 eng d
020			_a9780071750905 (alk. paper)
039		9	_a201207061222 _bfauzi _y201205251057 _zsri
040			_aUMP
090			_aHF5438.5 .P48 2011
100	1		_aPeterson, Erik
245	1	0	_aConversations that win the complex sale : _busing power messaging to create more opportunities, differentiate your solutions, and close more deals / _cErik Peterson, Timothy Riesterer
250			_a1st ed.
260			_aNew York : _bMcGraw-Hill, _cc2011
300			_axv, 250 p. : _bill. ; _c24 cm.
505	0		_aThe 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
650		0	_aSales promotion
650		0	_aCommunication in marketing
700	1		_aRiesterer, Tim
999			_aVIRTUA40 _c61799 _d61805
999			_aVTLSSORT0080*0200*0400*0900*1000*2450*2500*2600*3000*5050*6500*6501*7000*9992