Conversations that win the complex sale : using power messaging to create more opportunities, differentiate your solutions, and close more deals / by Erik Peterson, Timothy Riesterer.

Peterson, Erik (författare)

Riesterer, Tim (författare)

Innehållsförteckning Ämnesord

Stäng

Intentions and instincts : why you need this book -- Overcoming the status quo : your biggest competitor -- Bring a little bad news : if you want them to care -- Everyone lives in stories : even your buyers -- 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 : getting their attention -- Grabbers : creating impact -- Stories with contrast : help them see value -- 3D Props : are you serious? -- Big pictures : make the abstract concrete and the complex simple -- Person stories, metaphors and analogies -- Old brain vs. new brain : messaging for a decision -- Proof : it's not just numbers -- Words, voice and body : message delivery matters.

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