Conversations that win the complex sale : using power messaging to create more opportunities, differentiate your solutions, and close more deals / Erik Peterson, Timothy Riesterer.
By: Peterson, Erik (Economist)
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Contributor(s): Riesterer, Tim.
Material type: 
BookPublisher: New York : McGraw-Hill, c2011Edition: 1st ed.Description: xv, 250 p. : ill. ; 24 cm.ISBN: 9780071750905 (alk. paper).Subject(s): Sales promotion | Communication in marketing| Item type | Current location | Collection | Call number | Status | Notes | Date due | Item holds |
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General Circulation Books
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Staff Office | Non-fiction | HF5438.5 .P48 2011 (Browse shelf) | Available | M.O-SCHOOL OF GRADUATE AND ADVANCED STUDIES |
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.
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