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Conversations That Win the Complex Sale: Using Power Messaging to Create More Opportunities, Differentiate your Solutions, and Close More
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Win more deals with the perfect sales story!
“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.
“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
“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
“The best salespeople sit across the table and make change easy for their customer by creating a succinct story and vision for what to change, how to change it, and how it will impact customer results. An enterprise focus on sales messaging, using the concepts in this book, is the hidden secret to driving incremental sales productivity and overwhelming customer success!”
―Ken Powell, Vice President, Worldwide Sales Enablement, ADP
“The Power Messaging techniques in this book are the foundation of how our marketing team creates our sales messages, as well as the process our field sales teams use for delivering that message in a unique and compelling way. At Kronos our results are a reflection of the power of the tool.”
―Aron Ain, CEO, Kronos
About the Book:
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.
- Sales Rank: #147808 in Books
- Published on: 2011-04-04
- Original language: English
- Number of items: 1
- Dimensions: 9.30" h x .80" w x 6.20" l, 1.16 pounds
- Binding: Hardcover
- 272 pages
About the Author
Erik Peterson, Vice President of Strategic Consulting, Corporate Visions, helps companies and salespeople around the world win at the three-foot level―when they’re sitting across the table from their most important prospects. Companies such as GE, AmerisourceBergen, and Oracle have sought his help to create their simple, differentiated, and memorable story. Peterson has delivered consulting, keynotes, and messaging skills workshops to more than 10,000 salespeople in 13 countries, and he leads a team that’s delivered this work in 56 countries around the world.
Tim Riesterer, Chief Marketing Officer and Senior Vice President of Products and Consulting, Corporate Visions, is a recognized thought leader and practitioner in the area of marketing and sales messaging. His first book, Customer Message Management, focused on increasing a marketing department’s impact on selling by providing customer-relevant, salesready messaging and tools that salespeople will actually use. Now, he’s turned his attention to salespeople themselves and what actually happens when they are in front of the customer with their lips moving.
Most helpful customer reviews
13 of 15 people found the following review helpful.
Conversations That Win the Complex Sale
By Rolf Dobelli
With widespread competition and the commoditization of products and services, salespeople have difficulty differentiating their offerings from their competitors' goods or services. Many sales reps resort to severe price cuts, the ultimate self-defeating differentiator. Sales message consultants Erik Peterson and Tim Riesterer propose a different tactic. Their book presents the core concepts from their popular "Power Messaging workshops," which teach salespeople how to engage prospects in compelling, profitable sales conversations. This eye-opening program has helped salespeople improve their results for 20 years. getAbstract recommends this book to salespeople who want to stand out from the competition and win their prospects' attention and agreement.
16 of 20 people found the following review helpful.
Sales Strategies That Will Make Your Approach Special
By Bill Lampton, Ph.D.
[[VIDEOID:mo2RS4HGYAPYFWE]]Very regularly, dedicated sales professionals attend training seminars, hire mentors, read books, and subscribe to online newsletters. Eventually, what they hear and read seems repetitive.
That won't happen for you when you read this book. It's delightfully refreshing--packed with provocative ideas you haven't encountered elsewhere. My guess is you'll be eager to try them.
In my brief video review, I spotlight three chapters that impressed me the most. Making that selection was difficult, because every chapter provides valuable tips and strategies.
I encourage you to read this book and apply the authors' recommendations. Before long, you will enjoy selling more, your clients will respond to you more favorably, and you're very likely to increase your percentage of closings.
25 of 34 people found the following review helpful.
Complex sales through simpleton writing
By Quinn Arevalo
This book should have been written in a 40 slide Power Point. The fact that I had to read through 225 pages of awful writing to get the full message is in an ironic example of Peterson and Riesterer's "hammock" problem. Admittedly, I do not usually read sales books, as I naturally presume they are the ultimate fulfillment of a pompous salesman's ego. This has marginally changed my perspective. The messages are good, but the quality of the writing and the examples are complete hogwash. There's actually a point on page 100 that the authors cite a study that they admittedly cannot prove exists. This is akin to a salesman going into a meeting, citing metrics for his product, and then not having any marketing material or data to back up his claim.
So my advice to save some time: read the chapter titles, the first and last paragraphs, and anything that is bullet-pointed. That is all you need. And yet, at the end of this book, I am yet another customer that the authors "sold"...touche.
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