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Conversations that Win the Complex Sale: Using Power Messaging to Create More Opportunities, D...

ISBN: 9780071750905 | 0071750908
Edition: 1st
Format: Hardcover
Publisher: McGraw-Hill Education
Pub. Date: 4/4/2011

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A groundbreaking twist on a proven technique that guarantees more salesEveryone loves a good story, especially when it's about . . .them.InPower Messaging Sales Solution, sales guru Tim Riesterer provides a proven new methodology for engaging your client through compelling storytelling to ensure you stand out at every touch point in the sales process.In today's highly competitive world of complex sales, commoditization is one of the greatest dangers. You must differentiate yourself from the competition, or lose out. It's all about customer engagement and, on this point, Riesterer is the master. Rather than sell your own corporate story and brand message, he asserts, you need to tell customerstheir storythe one where they are the heroes, andtheyachieve success.Well-told, carefully crafted stories succeed in: Aligning prospects and sale teams around a common vision and cause Engaging customers by creating impact and adding value Differentiating your solutions from those of the competitionIt's the story that creates the excitement and dominates the decision process. Your product or offering simply delivers on that promise.Power Messaging Sales Solutionsexplains how to transform your messages into "solutions stories," which play into the storylines of the buyer and what he or she is trying to accomplish. With this groundbreaking book, you have the tools you need to create, deliver, and deploy great sales messages across all selling touch-points to close more sales.

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