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

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

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

Authors: Erik Peterson and Tim Riesterer

Published: March 2011

eISBN: 9780071752589 0071752587 | ISBN: 9780071750905

Contents

Acknowledgments

Introduction: Messaging Fuels Methodology

Part 1 The Power of Change

1 Intentions and Instincts: Why You Need This Book

2 Overcoming the Status Quo: Your Biggest Competitor

3 Bring a Little Bad News: If You Want Them to Care

Part 2 The Power of Story

4 Everyone Lives in Stories: Even Your Buyers

5 Finding Your Story: The Value Wedge

6 Building Your Story: Power Positions

7 You Phrasing: Creating Engagement and Ownership

8 The Hero Model: Play the Right Part

Part 3 Your Power Message

9 The Hammock: Getting Their Attention

10 Grabbers: Creating Impact

11 Stories with Contrast: Help Them See Value

12 3D Props: Are You Serious?

13 Big Pictures: Make the Abstract Concrete and the Complex Simple

14 Personal Stories, Metaphors, and Analogies: The Key to Liking

15 Old Brain vs. New Brain: Messaging for a Decision

16 Proof: It’s Not Just Numbers

17 Words, Voice, and Body: Message Delivery Matters

Index