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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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Conversations That Win the Complex Sale:  Using Power Messaging to Create More Opportunities, Differentiate your Solutions, and Close More Deals + The Challenger Sale: Taking Control of the Customer Conversation
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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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Product Details

  • Hardcover: 272 pages
  • Publisher: McGraw-Hill; 1 edition (April 4, 2011)
  • Language: English
  • ISBN-10: 0071750908
  • ISBN-13: 978-0071750905
  • Product Dimensions: 6.3 x 1 x 9.1 inches
  • Shipping Weight: 1.2 pounds (View shipping rates and policies)
  • Average Customer Review: 4.6 out of 5 stars  See all reviews (52 customer reviews)
  • Amazon Best Sellers Rank: #20,263 in Books (See Top 100 in Books)

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Customer Reviews

4.6 out of 5 stars
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Most Helpful Customer Reviews

12 of 14 people found the following review helpful By Rolf Dobelli HALL OF FAMETOP 1000 REVIEWER 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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13 of 17 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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22 of 30 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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1 of 1 people found the following review helpful By Reg Nordman on August 16, 2012
Format: Hardcover
We know that competition is fierce and your prospects are being overwhelmed by information. Every now and again a book comes along that synthesizes and summarizes what you just know is happening in selling situations and then proves clear insight into what you can do. This is one of those books. Their Point of View is based on what is going on in the mind of the receiver while your are in the middle of a pitch, and how we usually faili miserably in helping clients move forward. Based on lots of research and experience the authors will show you how to make much better use of your selling time, become a much more valuable resource to your clients and move those stalled deals forward. Did you know :

Your Old Brain views the simple approach and stories as coming from much more intelligent people - park the jargon
In the Hero story, your job is to make the client the Hero
The first and last ten minutes of a presentation are gold - do not waste it by telling the client about your self.
Tie approaches to the techiques taught in the The Challenger Sale, You need to challenge the prospects status quo - to prevent the do nothing response.
You are presenting stories and conversations not a pitch (again the buy is emotional first than logical)

Terrific book. Needs to be in the kit of high performance salespeople. Perfect for a 4 hour plane ride.
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4 of 6 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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4 of 6 people found the following review helpful By Michael Harris on April 19, 2011
Format: Hardcover Verified Purchase
I am in the same business providing sales messaging through story and I have to say that that Tim & Eric clearly understand what they are talking about. Providing messaging that is relevant to the Buyer is not easy. It's natural that the Seller talks about their offering from the inside out. He's my product, here are the features and benefits, what do you think? But it's also natural for the Buyer to look at their situation from the inside out, namely, here are my goals, constraints and how could I solve my problems so that I can achieve my goals. The disconnect is that both are in opposite directions. Tim and Eric show the Seller how to Sell to the Buyer from the outside in. They also show how to differentiate your offering with a Value Wedge. They do all of this in a simple way without dumbing it down. Instead they keep the power of your message and also making it memorable. Great book. Well done. I did a video on these same concepts call Conversations vs. Confrontations [...]
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