In 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 20 years, and now they reveal all their secrets in Conversations That Win the Complex Sale.
Presenting a catalog of facts or playing 20 questions with prospective customers is the surest way to lose the 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. Prove all your claims without resorting to lists of boring facts and statistics.
Your competitors are out there telling their own corporate story, a story customers don't want to hear. Now is the time to seize the moment. This book is the only source you need to reframe your sales story and turn the tables on the competition by fully engaging their would-be customers.
