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.
In this summary, you will learn
- How sales conversations – not selling systems – deliver sales and
- How to engage prospects in profitable sales conversations.
About the Authors
Erik Peterson is vice president of strategic consulting at Corporate Visions. At the same company, Tim Riesterer is chief marketing officer and senior vice president of products and consulting.
Comment on this summary
Contained in Knowledge Pack:
Knowledge PackComplex SaleThe more complicated the sale, the more political skill it takes.
Customers who read this summary also read
Suzanne M. Paling
Career Press, 2016