CONVERSATIONS THAT WIN THE COMPLEX SALE:(ISBN=9780071750905) mobi 下载 网盘 caj lrf pdf txt 阿里云

A groundbreaking twist on a proven technique that guarantees more sales Everyone loves a good story, especially when it's about ...them. In Power 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 customers their story--the one where they are the heroes, and they achieve 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 competition It's the story that creates the excitement and dominates the decision process. Your product or offering simply delivers on that promise. Power Messaging Sales Solutions explains 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.

Acknowledgments

Introduction: Messaging Fuels Methodology

PART 1 THE POWER OF CHANGE

　Intentions and Instincts: Why You NeedThis Book

　Overcoming the Status Quo:Your BiggestCompetitor

　Bring a Little Bad News: If You Want Themto Care

PART 2 THE POWER OF STORY

　Everyone Lives in Stories; Even Your Buyers

　Finding Your Story: The Value Wedge.

　Building Your. Story: Power Positions

　You Phrasing: Creating Engagement

　and Ownership

　The Hero Model: Play the Right Part

　……

PART 3 YOUR POWER MESSAGE

Index

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编辑推荐

    Using POWER MESSAGING to  Create More

Opportunities,Differentiate Your Solutions,and Close More Deals

书籍介绍

A groundbreaking twist on a proven technique that guarantees more sales Everyone loves a good story, especially when it's about ...them. In Power 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 customers their story--the one where they are the heroes, and they achieve 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 competition It's the story that creates the excitement and dominates the decision process. Your product or offering simply delivers on that promise. Power Messaging Sales Solutions explains 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.