Conversations that win the complex sale : using power messaging to create more opportunities, differentiate your solutions, and close more deals
Erik Peterson; Tim Riesterer
| Year of publication: |
c 2011 ; 1st ed
|
|---|---|
| Authors: | Peterson, Erik R. ; Riesterer, Timothy |
| Publisher: |
New York [u.a.] : McGraw-Hill |
| Subject: | Verkauf | Selling | Verkaufsförderung | Sales promotion | Verkaufsverhalten | Sales behaviour | Verkaufspersonal | Salespeople |
| Description of contents: | Table of Contents [gbv.de] |
| Extent: | XV, 250 S. graph. Darst. |
|---|---|
| Type of publication: | Book / Working Paper |
| Type of publication (narrower categories): | Ratgeber ; Guidebook |
| Language: | English |
| Notes: | The power of changeIntentions 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. The 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. |
| ISBN: | 978-0-07-175090-5 ; 0-07-175258-7 ; 978-0-07-175258-9 |
| Source: | ECONIS - Online Catalogue of the ZBW |
Persistent link: https://www.econbiz.de/10008989676