Summary of Conversations That Win the Complex Sale
Using Power Messaging to Create More Opportunities, Differentiate your Solutions, and Close More Deals
McGraw-Hill, 2011 more...
Your sales system doesn’t determine your sales. Your conversations with prospects do.
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
- 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.
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