In Conversations That Win The Complex Sale, you will learn a proven methodology for engaging your client through compelling storytelling that ensures you stand out at every touch point in the sales process.
The principles and practices revealed in this book are actively used by sales and marketing executives at some of the biggest and most admired companies … and they're seeing real results!
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:
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.
Group Vice President
North America Sales, Oracle
Karen Quintos, CMO & SVP, Dell Inc.
Ken Hamel, Senior Vice President, Global Solutions and Presales, SAP
Jerry D. Cline, Senior Vice President, Retail Sales and Marketing, AmerisourceBergen Drug Company
Ken Powell, Vice President, Worldwide Sales Enablement, ADP