Conversations That Win The Complex Sale: Using POWER MESSAGING to Create More Opportunities, Differentiate Your S... (Hardcover)

Today: $20.93
Free Shipping*
ONLY 2 LEFT!

Club O Gold Members Earn

$1.05 | 5% Rewards*

Rewards

GOLD

$19.95/yr.

5% Rewards

Earn even faster

Free Shipping

Never pay extra*

Exclusive Rewards

Save big-- up to 40%

Exclusive Offers

Straight to your inbox

5% Dining Rewards

Get paid to go out tonight

ITEM# 13058043
  • Delivery Estimate

    Select a Product Option to view shipping

      **Delivery date is approximate and not guaranteed. Estimates include processing and shipping times, and are only available in US (excluding APO/FPO and PO Box addresses). Final shipping costs are available at checkout.

    • Notifications

    Love this item?

    Save it to a list so you can find it anytime!


    Oops,

    something went wrong.

    Please refresh the page and try again.


    Details

    ITEM#: 13058043

    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.

    Win more deals with the perfect sales story!

    “Power Messaging is a foundational element in our global marketing campaigns and sales training programs. We believe the concepts are core to engaging in customer conversations that are focused on their outcomes and what they want to achieve.”
    —Karen Quintos, CMO and SVP, Dell Inc.

    “The concepts outlined in this book are critical skills to building a world-class presales organization.”
    —Ken Hamel, Senior Vice President, Global Solutions and Presales, SAP

    “Our new messaging, using the approaches presented in this book, is great and is being widely used by our sales team. We’ve never had a year end sales meeting with content that was met with such widespread acceptance and enthusiasm.”
    —Jerry D. Cline, Senior Vice President, Retail Sales and Marketing, AmerisourceBergen Drug Company

    “The best salespeople sit across the table and make change easy for their customer by creating a succinct story and vision for what to change, how to change it, and how it will impact customer results. An enterprise focus on sales messaging, using the concepts in this book, is the hidden secret to driving incremental sales productivity and overwhelming customer success!”
    —Ken Powell, Vice President, Worldwide Sales Enablement, ADP

    “The Power Messaging techniques in this book are the foundation of how our marketing team creates our sales messages, as well as the process our field sales teams use for delivering that message in a unique and compelling way. At Kronos our results are a reflection of the power of the tool.”
    —Aron Ain, CEO, Kronos

    About the Book:

    In today’s highly competitive world of complex sales, commoditization of your brand is one of the greatest dangers. You must differentiate yourself from the competition—or you will lose out. And the way to do that is through customer engagement. Rather than sell your own corporate story and brand message, you need to tell customers their story—the one in which they are the heroes and they achieve success.

    Erik Peterson and Tim Riesterer have been developing and honing their Power Messaging sales technique for more than 20 years, and now they reveal all their secrets inConversations That Win the Complex Sale.

    Presenting a catalog of facts or playing 20 questions with prospective customers is the surest way to lose the sale. Peterson and Riesterer provide the tools you need to recraft your message into a compelling story that wins more deals.

    With Conversations That Win the Complex Sale, you’ll learn how to:

    • Differentiate yourself from the competition by finding your “Value Wedge”
    • Avoid parity in your value propositions by creating “Power Positions”
    • Create a message that can literally double the number of deals you close
    • Spike customer attention and create “Wow” in your conversations
    • Prove all your claims without resorting to lists of boring facts and statistics

    Your competitors are out there telling their own corporate story—a story customersdon’t want to hear. Now is the time to seize the moment. This book is the one and only source you need to reframe your sales story and turn the tables on the competition by fully engaging their would-be customers.

    Conversations That Win the Complex Sale helps you create and deliver messages that customers ca

    Specs

    ISBN 9780071750905
    Genre BUSINESS & ECONOMICS / Sales & Selling / General
    Format Hardcover
    Pages 250
    Publisher Date 2011-03-14 00:00:00.0
    Publisher McGraw-Hill
    Copyright Year 2011
    Height 9.0 in
    Wdth 6.0 in
    Thickness 1.0 in
    Unit weight 1.15 lb
    Language English
    Subtitle Using POWER MESSAGING to Create More Opportunities, Differentiate Your Solutions, and Close More Deals
    Audience Professional and scholarly
    Authors Peterson, Erik
    Country of Origin United States
    Club O Silver

    Club O members earn Club O Rewards for writing reviews.

    Questions & Answers

    Yay! Be the first to ask a question about this product.

    Shopping Tips & Inspiration

    Shipping & Returns

    Contact Information
    Shipping:

    This item will be delivered to you via USPS Trackable Media Mail or UPS Mail Innovations and will take from 2 days to 3 weeks from the time the item leaves our warehouse. *

    This product is not yet released, and is expected to ship on Apr. 4, 2011.

    This date is subject to change. In order to assure you receive Overstock.com's low price on this item, your credit card will be charged upon order placement. The item will ship immediately upon release.

    Standard Return Policy:

    Items must be returned in new or unused condition and contain all original materials included with the shipment. More Details

    FINAL SALE EXCLUSION: Items marked as FINAL SALE are not returnable unless the problem you experience is the result of our error.

    For your protection, all orders are screened for security purposes. If your order is selected for review, our Loss Prevention Team may contact you by phone or email. There may be a two business day delay to process your order.

    ** Most Oversize orders are delivered within 1-4 weeks. Some orders may take 6 weeks to be delivered.

    Advertisement