Conversations That Win the Complex Sale : Using Power Messaging to Create More Opportunities, Differentiate Your Solutions, and Close More Deals
Author(s): Erik R. Peterson & Tim Riesterer
A groundbreaking twist on a proven technique that guarantees more sales Everyone loves a good story, especially when it's about ...them. In Power Messaging Sales Solution, sales guru Tim Riesterer provides a proven new methodology for engaging your client through compelling storytelling to ensure you stand out at every touch point in the sales process. In today's highly competitive world of complex sales, commoditization is one of the greatest dangers. You must differentiate yourself from the competition, or lose out. It's all about customer engagement and, on this point, Riesterer is the master. Rather than sell your own corporate story and brand message, he asserts, you need to tell customers their story--the one where they are the heroes, and they achieve success. Well-told, carefully crafted stories succeed in: Aligning prospects and sale teams around a common vision and cause Engaging customers by creating impact and adding value Differentiating your solutions from those of the competition It's the story that creates the excitement and dominates the decision process. Your product or offering simply delivers on that promise. Power Messaging Sales Solutions explains how to transform your messages into "solutions stories," which play into the storylines of the buyer and what he or she is trying to accomplish. With this groundbreaking book, you have the tools you need to create, deliver, and deploy great sales messages across all selling touch-points to close more sales.
Product Information
Erik Peterson, Vice President of Strategic Consulting, Corporate Visions, helps companies and salespeople around the world win at the three-foot level-when they're sitting across the table from their most important prospects. Companies such as GE, AmerisourceBergen, and Oracle have sought his help to create their simple, differentiated, and memorable story. Peterson has delivered consulting, keynotes, and messaging skills workshops to more than 10,000 salespeople in 13 countries, and he leads a team that's delivered this work in 56 countries around the world. Tim Riesterer, Chief Marketing Officer and Senior Vice President of Products and Consulting, Corporate Visions, is a recognized thought leader and practitioner in the area of marketing and sales messaging. His first book, Customer Message Management, focused on increasing a marketing department's impact on selling by providing customer-relevant, salesready messaging and tools that salespeople will actually use. Now, he's turned his attention to salespeople themselves and what actually happens when they are in front of the customer with their lips moving.
Section 1: No Brand's Land; Chapter 1. Brand vs. Field Messaging; Chapter 2. The Last Bastion of Competitive Differentiation; Chapter 3. Three Deadly Sins of Customer Messaging Chapter 4. Avoiding No Brand's Land; Section 2: The Power of Story; Chapter 5. Inside Out vs. Outside In; Chapter 6. The Hero Model; Chapter 7. Your Old Brain and What it Craves; Chapter 8. There's No Such Thing as a Rational Decision; Section 3: Creating Impact; Chapter 9. Be Different Where it Counts--Your Customer Conversations; Chapter 10. Find Your Value Wedge--The Difference that Makes the Difference; Chapter 11. Power Positions--Putting Value Propositions in their Place; Chapter 12. The Big Picture -- People Don't Fix What They Can't See; Section 4: Messaging for a Decision; Chapter 13. Avoiding No Decision; Chapter 14. Be a Clarifier Not a Confuser--Messaging Above the Line; Chapter 15. Connect the Head and the Heart--The Importance of Emotion; Chapter 16. Make them Care--Create Contrast to Show Value; Section 5: Messaging Tools and Tips; Chapter 17. On the Phone; Chapter 18. Using Email; Chapter 19. Web/Tele-Conferences; Chapter 20. In-Person Presentations
General Fields
- :
- : McGraw-Hill Education
- : McGraw-Hill Professional
- : 0.526
- : 28 February 2011
- : 236mm X 160mm X 23mm
- : United States
- : 01 April 2011
- : books
Special Fields
- : Erik R. Peterson & Tim Riesterer
- : Hardback
- : English
- : 272
- : Illustrations
