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Conversations That Win the Complex Sale: Using Power Messaging to Create More Opportunities, Differentiate your Solutions, and Close More Deals Hardcover – April 4, 2011


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Product Details

  • Hardcover: 272 pages
  • Publisher: McGraw-Hill; 1 edition (April 4, 2011)
  • Language: English
  • ISBN-10: 0071750908
  • ISBN-13: 978-0071750905
  • Product Dimensions: 9.2 x 6.4 x 1 inches
  • Shipping Weight: 1.2 pounds (View shipping rates and policies)
  • Average Customer Review: 4.5 out of 5 stars  See all reviews (40 customer reviews)
  • Amazon Best Sellers Rank: #40,956 in Books (See Top 100 in Books)

Editorial Reviews

About the Author

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.


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Customer Reviews

Change your thinking now!
Mark Kelly
This book is amazing, I highly recommend it to anyone who is in sales, marketing, product marketing, product management, or business in general.
englhard
The book they have written is easy to read, clear, and very compelling.
Amazon Customer

Most Helpful Customer Reviews

11 of 12 people found the following review helpful By Rolf Dobelli HALL OF FAME on November 21, 2011
Format: Hardcover
With widespread competition and the commoditization of products and services, salespeople have difficulty differentiating their offerings from their competitors' goods or services. Many sales reps resort to severe price cuts, the ultimate self-defeating differentiator. Sales message consultants Erik Peterson and Tim Riesterer propose a different tactic. Their book presents the core concepts from their popular "Power Messaging workshops," which teach salespeople how to engage prospects in compelling, profitable sales conversations. This eye-opening program has helped salespeople improve their results for 20 years. getAbstract recommends this book to salespeople who want to stand out from the competition and win their prospects' attention and agreement.
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11 of 13 people found the following review helpful By Bill Lampton, Ph.D. on April 29, 2011
Format: Hardcover
Length: 4:44 Mins
Very regularly, dedicated sales professionals attend training seminars, hire mentors, read books, and subscribe to online newsletters. Eventually, what they hear and read seems repetitive.

That won't happen for you when you read this book. It's delightfully refreshing--packed with provocative ideas you haven't encountered elsewhere. My guess is you'll be eager to try them.

In my brief video review, I spotlight three chapters that impressed me the most. Making that selection was difficult, because every chapter provides valuable tips and strategies.

I encourage you to read this book and apply the authors' recommendations. Before long, you will enjoy selling more, your clients will respond to you more favorably, and you're very likely to increase your percentage of closings.
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18 of 25 people found the following review helpful By Quinn Arevalo on February 7, 2012
Format: Hardcover
This book should have been written in a 40 slide Power Point. The fact that I had to read through 225 pages of awful writing to get the full message is in an ironic example of Peterson and Riesterer's "hammock" problem. Admittedly, I do not usually read sales books, as I naturally presume they are the ultimate fulfillment of a pompous salesman's ego. This has marginally changed my perspective. The messages are good, but the quality of the writing and the examples are complete hogwash. There's actually a point on page 100 that the authors cite a study that they admittedly cannot prove exists. This is akin to a salesman going into a meeting, citing metrics for his product, and then not having any marketing material or data to back up his claim.

So my advice to save some time: read the chapter titles, the first and last paragraphs, and anything that is bullet-pointed. That is all you need. And yet, at the end of this book, I am yet another customer that the authors "sold"...touche.
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2 of 2 people found the following review helpful By Zhanna on October 22, 2013
Format: Hardcover Verified Purchase
I have taken many sales courses over the years but this book changed everything. The authors are brilliant and know how to describe your products/services in the most appealing way possible. This will change how you sell.
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2 of 2 people found the following review helpful By Korey F. Krueger on August 22, 2013
Format: Kindle Edition Verified Purchase
This book has changed the way I view my conversations with my customers. I would recommend this to anyone who enjoys well written business books.
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4 of 5 people found the following review helpful By Amazon Customer on August 10, 2011
Format: Hardcover Verified Purchase
I had the good fortune to attend a workshop a few years ago with Corporate Visions, where the authors work, and was blown away. The book they have written is easy to read, clear, and very compelling. The authors lay out a simple road map for telling a differentiated, memorable story that will help you win. Everyone in marketing involved in messaging/campaigns can learn something from this book, especially those involved in sales enablement. Anyone involved in lead nurturing can take lessons from this book, too. And every sales person who would like to win more deals can definitely benefit from this book.

If you work at a large company, buy the book and take advantage of their services. They will help you create the right story, develop the right tools for your sales force, and then train your sales people to deliver your story. You'll win deals from your competitors and you'll win deals that are now simply doing nothing because the buyers can't see a distinction between the choices and so remains stuck in the status quo.
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2 of 3 people found the following review helpful By KennyR on December 4, 2013
Format: Kindle Edition Verified Purchase
I've been involved in sales for 35+ years and over the years I have fallen into the typical traps that those in sales fall. This is breakthrough type of sales strategies that also incorporate science and just plain common sense involving human behavior. Simplify, streamline, keep the customer involved and active in your presentation. I have always felt strongly about this but now I have additional tools to help me succeed. Worth the time to read and reread.
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By Mark Kelly on July 1, 2014
Format: Hardcover Verified Purchase
It will change the way your business thinks, the way marketing thinks, and the way sellers present and talk to clients and prospects. All by just simply aligning the way you tell your story. Change your thinking now!
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