Conversations that Win the Complex Sale: Using Power Messaging to Create More Opportunities, Differentiate your Solutions, and Close More Deals

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  • Edition: 1st
  • Format: Hardcover
  • Copyright: 2011-04-04
  • Publisher: McGraw-Hill Education

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A groundbreaking twist on a proven technique that guarantees more salesEveryone loves a good story, especially when it's about . . .them.InPower Messaging Sales Solution, sales guru Tim Riesterer provides a proven new methodology for engaging your client through compelling storytelling to ensure you stand out at every touch point in the sales process.In today's highly competitive world of complex sales, commoditization is one of the greatest dangers. You must differentiate yourself from the competition, or lose out. It's all about customer engagement and, on this point, Riesterer is the master. Rather than sell your own corporate story and brand message, he asserts, you need to tell customerstheir storythe one where they are the heroes, andtheyachieve success.Well-told, carefully crafted stories succeed in: Aligning prospects and sale teams around a common vision and cause Engaging customers by creating impact and adding value Differentiating your solutions from those of the competitionIt's the story that creates the excitement and dominates the decision process. Your product or offering simply delivers on that promise.Power Messaging Sales Solutionsexplains how to transform your messages into "solutions stories," which play into the storylines of the buyer and what he or she is trying to accomplish. With this groundbreaking book, you have the tools you need to create, deliver, and deploy great sales messages across all selling touch-points to close more sales.

Table of Contents

Acknowledgmentsp. vii
Introduction: Messaging Fuels Methodologyp. ix
The Power of Change
Intentions and Instincts: Why You Need This Bookp. 3
Overcoming the Status Quo: Your Biggest Competitorp. 9
Bring a Little Bad News: If You Want Them to Carep. 21
The Power of Story
Everyone Lives in Stories: Even Your Buyersp. 37
Finding Your Story: The Value Wedge.p. 45
Building Your Story: Power Positionsp. 57
You Phrasing: Creating Engagement and Ownershipp. 71
The Hero Model: Play the Right Partp. 83
Your Power Message
The Hammock: Getting Their Attentionp. 93
Grabbers: Creating Impactp. 107
Stories with Contrast: Help Them See Valuep. 117
3D Props: Are You Serious?p. 135
Big Pictures: Make the Abstract Concrete and the Complex Simplep. 145
Personal Stories, Metaphors, and Analogies: The Key to Likingp. 169
Old Brain vs. New Brain: Messaging for a Decisionp. 183
Proof: It's Not Just Numbersp. 205
Words, Voice, and Body: Message Delivery Mattersp. 225
Indexp. 245
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