Regular price: $21.00

Membership details Membership details
  • A 30-day trial plus your first audiobook, free.
  • 1 credit/month after trial – good for any book, any price.
  • Easy exchanges – swap any book you don’t love.
  • Keep your audiobooks, even if you cancel.
  • After your trial, Audible is just $14.95/month.
OR
In Cart

Publisher's Summary

Win more deals with the perfect sales story!

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 in Conversations 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 customers don'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 care about, giving your brand the clear edge in today's crowded markets.

©2017 McGraw-Hill Audio (P)2017 McGraw-Hill Audio

Critic Reviews

"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)
"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.)
"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)

What members say

Average Customer Ratings

Overall

  • 5 out of 5 stars
  • 5 Stars
    13
  • 4 Stars
    1
  • 3 Stars
    0
  • 2 Stars
    0
  • 1 Stars
    0

Performance

  • 5 out of 5 stars
  • 5 Stars
    10
  • 4 Stars
    1
  • 3 Stars
    0
  • 2 Stars
    0
  • 1 Stars
    0

Story

  • 5 out of 5 stars
  • 5 Stars
    10
  • 4 Stars
    1
  • 3 Stars
    0
  • 2 Stars
    0
  • 1 Stars
    0
No Reviews are Available
Sort by:
  • Overall
    5 out of 5 stars
  • Performance
    4 out of 5 stars
  • Story
    4 out of 5 stars
  • Benedict Behr-Heyder
  • 05-17-18

very good book for sales reps and future manager

partly a bit thick to listen to, but very good content
including lively examples
recommended