000			01874cam a2200265 a 4500
999			_c121779 _d121779
001			16583171
003			KEPU
005			20200303112909.0
008			101217s2011 nyua 000 0 eng
010			_a 2010052522
020			_a9780071750905 (alk. paper)
040			_aDLC _cTUK _dDLC
050	0	0	_aHF5438.5 _b.P48 2011
100	1		_aPeterson, Erik _c(Economist) _944053
245	1	0	_aConversations that win the complex sale : _busing power messaging to create more opportunities, differentiate your solutions, and close more deals / _cErik Peterson, Timothy Riesterer.
250			_a1st ed.
260			_aNew York : _bMcGraw-Hill, _cc2011.
300			_axv, 250 p. : _bill. ; _c24 cm.
505	0		_aThe 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.
650		0	_aSales promotion. _92166
650		0	_aCommunication in marketing. _92167
700	1		_aRiesterer, Tim. _944054
906			_a7 _bcbc _corignew _d1 _eecip _f20 _gy-gencatlg
942			_2lcc _cBK