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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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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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Top Customer Reviews
|Length: 4:44 Mins|
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.
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.
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.
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.
Most Recent Customer Reviews
Amazing book. Will change how approach every new appointment and change your career.Published 5 days ago by Jason Harris
Met all expectations. Give these books to colleagues and friends.Published 3 months ago by Irena A. Glassman
This book offers a fresh approach to sales strategy. It is fun to read and very memorable. If you want to change your customer conversations, this is the book for youPublished 11 months ago by bibliophile
I have been working with sales teams for years trying to find ways they can improve effectiveness and sell value instead of price. They generally have a solid sales approach. Read morePublished 12 months ago by Lyn
used the framework to great effect! wish there were more real life conversations vs case studiesPublished 15 months ago by N. Niemer
this is one of the best business books I have read. Highly recommend to sales professionals that want to learn more about influence and how to create the conversation that winsPublished 15 months ago by Don Hays