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Start giftingConversations That Win the Complex Sale
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Learn moreIn 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 twenty years, and now they reveal all their secrets in Conversations That Win the Complex 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; and prove all your claims without resorting to lists of boring facts and statistics. 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.
Erik Peterson is CEO of Corporate Visions, a $70 million customer conversation consulting and training company. He has delivered consulting engagements, keynotes, and messaging skills workshops to more than 10,000 marketing and sales executives in over thirteen countries, and his teams have executed this work in fifty-six countries around the world.
Tim Riesterer, chief strategy officer of Corporate Visions, conducts original, exclusive research in the area of decision-making science and its use in B2B marketing, sales, and customer success. He partners with leading academic researchers in the area of behavioral science, persuasion, and negotiations to test and develop the concepts that are then proven with clients in real-world application.
Joe Barrett began his acting career at the age of five in the basement of his family's home in upstate New York. He has gone on to play many stage roles, both on and off-Broadway, and in regional theaters from Los Angeles, Houston, and St. Louis to Washington DC, San Francisco, and Portland, Maine. He has appeared in films and television, both prime time and late night, and in hundreds of television and radio commercials. Joe has narrated over two hundred audiobooks. He has been an Audie Award finalist eight times, and his narration of Gun Church by Reed Farrel Coleman won the 2013 Audie Award for Original Work. AudioFile magazine has granted Joe fourteen Earphones Awards, including for James Salter's All That Is and Donald Katz's Home Fires. Regarding Joe's narration of John Irving's A Prayer For Owen Meany, AudioFile said, "This moving book comes across like a concerto . . . with a soloist-Owen's voice-rising from the background of an orchestral narration." Joe is married to actor Andrea Wright, and together they have four very grown children.