Conversations That Win The Complex Sale Pb
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| Author | : Erik Peterson |
| Publisher | : McGraw Hill Professional |
| Total Pages | : 273 |
| Release | : 2011-04-15 |
| Genre | : Business & Economics |
| ISBN | : 0071752587 |
Win more deals with the perfect sales story! “Power Messaging is a foundational element in our global marketing campaigns and sales training programs. We believe the concepts are core to engaging in customer conversations that are focused on their outcomes and what they want to achieve.” —Karen Quintos, CMO and SVP, Dell Inc. “The concepts outlined in this book are critical skills to building a world-class presales organization.” —Ken Hamel, Senior Vice President, Global Solutions and Presales, SAP “Our new messaging, using the approaches presented in this book, is great and is being widely used by our sales team. We’ve never had a year end sales meeting with content that was met with such widespread acceptance and enthusiasm.” —Jerry D. Cline, Senior Vice President, Retail Sales and Marketing, AmerisourceBergen Drug Company “The best salespeople sit across the table and make change easy for their customer by creating a succinct story and vision for what to change, how to change it, and how it will impact customer results. An enterprise focus on sales messaging, using the concepts in this book, is the hidden secret to driving incremental sales productivity and overwhelming customer success!” —Ken Powell, Vice President, Worldwide Sales Enablement, ADP “The Power Messaging techniques in this book are the foundation of how our marketing team creates our sales messages, as well as the process our field sales teams use for delivering that message in a unique and compelling way. At Kronos our results are a reflection of the power of the tool.” —Aron Ain, CEO, Kronos About the Book: 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 one and only source you need to reframe your sales story and turn the tables on the competition by fully engaging their would-be customers. Conversations That Win the Complex Sale helps you create and deliver messages that customers care about, giving your brand the clear edge in today’s crowded markets.
| Author | : Erik Peterson |
| Publisher | : McGraw Hill Professional |
| Total Pages | : 256 |
| Release | : 2015-06-05 |
| Genre | : Business & Economics |
| ISBN | : 0071849726 |
The three conversations B2B sale pros must have with customers to control every step of long lead buying cycle The Three Value Conversations provides the tools and methods you need to differentiate you and your solution from the competition, elevate value to the right decision maker, and maximize all sales opportunities across the entire long lead buying cycle. Based on extensive research, the authors’ program enables salespeople to articulate value in three essential conversations with the customer: the Differentiation Conversation (creating value), the Justification Conversation (elevating the value to the right level of decision maker), and the Maximization Conversation (capturing that value and maximizing the size of your opportunities).
| Author | : Erik Peterson |
| Publisher | : McGraw Hill Professional |
| Total Pages | : 268 |
| Release | : 2020-02-11 |
| Genre | : Business & Economics |
| ISBN | : 1260462765 |
Proven customer engagement approaches for winning in the most important moments driving profitability and growth—customer retention and expansion Industry analysts report that up 70-80% of business growth comes from existing customers. So why are you still investing mainly in attracting new customers? And, leaving renewals and upsells to chance? Or, worse yet, using a one-size-fits-all approach to acquisition as you do for expansions? The Expansion Sale provides everything you need to seize the competitive edge in the customer-success space. Authors Erik Peterson and Tim Riesterer explain how the buying psychology of existing customers differs from that of new customers, and show how to adapt your commercial engagement strategies accordingly. They provide clear, easy-to-apply messaging frameworks for creating and delivering winning conversations in the four must-win commercial moments of customer success: ensuring renewals, communicating price increases, increasing upsells, and apologizing effectively for service failures.
| Author | : Jenn Reese |
| Publisher | : Henry Holt and Company (BYR) |
| Total Pages | : 164 |
| Release | : 2020-04-14 |
| Genre | : Juvenile Fiction |
| ISBN | : 1250243025 |
A 2021 Oregon Book Award Winner An NPR Best Book of 2020 A Finalist for the 2021-22 Maine Student Book Award A 2021 Mythopoeic Awards Finalist Andre Norton Award finalist Jenn Reese explores the often thin line between magic and reality, light and darkness in her enchanting middle grade standalone. "Brings to life, viscerally, what it is like to live in fear of abuse—even after the abuse itself is over. But there is magic here too, and the promise of a better future that comes with learning to let people who care about you into your world." —Alan Gratz, New York Times-bestselling author of Refugee “A captivating and touching story... both whimsical and emotionally—sometimes frighteningly—compelling.” —Ingrid Law, Newbery Honor-winning author of Savvy "Magically creative and deeply honest, A Game of Fox & Squirrels merges games and grimness in a fantasy tale that tells the truth." —Elana K. Arnold, Printz Honor-winning author of Damsel and A Boy Called Bat After an incident shatters their family, eleven-year old Samantha and her older sister Caitlin are sent to live in rural Oregon with an aunt they've never met. Sam wants nothing more than to go back to the way things were... before she spoke up about their father's anger. When Aunt Vicky gives Sam a mysterious card game called "A Game of Fox & Squirrels," Sam falls in love with the animal characters, especially the charming trickster fox, Ashander. Then one day Ashander shows up in Sam’s room and offers her an adventure and a promise: find the Golden Acorn, and Sam can have anything she desires. But the fox is hiding rules that Sam isn't prepared for, and her new home feels more tempting than she'd ever expected. As Sam is swept up in the dangerous quest, the line between magic and reality grows thin. If she makes the wrong move, she'll lose far more than just a game. Perfect for fans of Barbara O'Connor, Lauren Wolk, and Ali Benjamin, A Game of Fox & Squirrels is a stunning, heartbreaking novel about a girl who finds the light in the darkness... and ultimately discovers the true meaning of home.
| Author | : Zig Ziglar |
| Publisher | : HarperCollins Leadership |
| Total Pages | : 109 |
| Release | : 2003-04-01 |
| Genre | : Business & Economics |
| ISBN | : 1418530298 |
Here in a short, compact and concise format is the basics of how to persuade more people more effectively, more ethically, and more often. Ziglar draws from his fundamental selling experiences and shows that while the fundamentals of selling may remain constant, sales people must continue learning, living, and looking: learning from the past without living there; living in the present by seizing each vital moment of every single day; and looking to the future with hope, optimism, and education. His tips will not only keep your clients happy and add to your income, but will also teach you ideas and principles that will, most importantly, add to the quality of your life. Content drawn from Ziglar on Selling.
| Author | : Joseph Grenny |
| Publisher | : McGraw Hill Professional |
| Total Pages | : 332 |
| Release | : 2021-10-26 |
| Genre | : Business & Economics |
| ISBN | : 1260474194 |
Keep your cool and get the results you want when faced with crucial conversations. This New York Times bestseller and business classic has been fully updated for a world where skilled communication is more important than ever. The book that revolutionized business communications has been updated for today’s workplace. Crucial Conversations provides powerful skills to ensure every conversation—especially difficult ones—leads to the results you want. Written in an engaging and witty style, the book teaches readers how to be persuasive rather than abrasive, how to get back to productive dialogue when others blow up or clam up, and it offers powerful skills for mastering high-stakes conversations, regardless of the topic or person. This new edition addresses issues that have arisen in recent years. You’ll learn how to: Respond when someone initiates a crucial conversation with you Identify and address the lag time between identifying a problem and discussing it Communicate more effectively across digital mediums When stakes are high, opinions vary, and emotions run strong, you have three choices: Avoid a crucial conversation and suffer the consequences; handle the conversation poorly and suffer the consequences; or apply the lessons and strategies of Crucial Conversations and improve relationships and results. Whether they take place at work or at home, with your coworkers or your spouse, crucial conversations have a profound impact on your career, your happiness, and your future. With the skills you learn in this book, you'll never have to worry about the outcome of a crucial conversation again.
| Author | : Kent Worcester |
| Publisher | : Univ. Press of Mississippi |
| Total Pages | : 297 |
| Release | : 2015-03-06 |
| Genre | : Literary Criticism |
| ISBN | : 162674520X |
For fans of Peter Bagge (b. 1957) and his bracing satirical writing and drawing, this collection offers a perfect means to track how he describes his career choices, work habits, preoccupations, and comedic sensibility since the 1980s. Featuring a new interview and much previously unavailable material, this book delivers insightful, occasionally gossipy, sometimes funny, and often tart conversations. His career has intersected with the modern history of comics, from underground comix and indie comics to comics journalism and graphic nonfiction. Bagge's detailed, garrulous, and often grotesquely funny (and discomfiting) work harks back to the underground generation, recalling Robert Crumb and Gilbert Shelton, while also pointing forward to the emergence of alternative comics as a distinct genre. His signature series, the rawly humorous Hate (1990-1998) and his editorship (1983-1986) of the often outrageous Weirdo magazine, founded by Crumb, established Bagge as a leading voice in alternative comics, and his rude, wildly expressive cartooning makes him a counterpoint to the still introspection of recent literary graphic novels. In his career over three decades, Bagge has left his mark on various formats and genres, as a prolific cartoonist, an accomplished musician, and a sometime essayist, editor, and animator. While his creative output encompasses autobiographical comics, graphic nonfiction, magazine illustrations, gag cartoons, minicomics, political commentary, superhero parodies, comic strips, animated videos, and one-page humor pieces, Bagge stands out for creating continuity-based graphic stories that revolve around sharply defined, over-the-top fictional characters. Libertarians know him for his comics journalism, as his graphic biography of Margaret Sanger in 2013 reaches new audiences. While some have lazily branded Bagge as a grunge-era visual satirist, his creative restlessness and expanding body of work make it difficult to confine him within any single genre, cultural niche, or historical moment.
| Author | : Dale Herd |
| Publisher | : Simon and Schuster |
| Total Pages | : 424 |
| Release | : 2022-02-22 |
| Genre | : Fiction |
| ISBN | : 1947951491 |
Set in the blighted industrial landscape of the Los Angeles basin, Dreamland Court is an underground love story. Just out of prison, Johnny Dalton returns home to find his wife Jackie, the mother of his two small children, passionately involved with one of his good friends. Doing everything in his power to win her back, Johnny blunders his way through one criminal enterprise after another. When the cops pick him up for being the only adult present at a wild teenage party, he’s sent back to jail. The strange thing is, as far as Jackie is concerned, Johnny’s maneuvers actually work. Reminiscent of the pathos in Hubert Selby’s Last Exit to Brooklyn, and the comedy of John Synge’s The Playboy of the Western World, Dale Herd focuses his astute gaze on lives that are ordinarily invisible, while turning the conventional love story on its head. “...and I like Dale Herd for prose.” Allen Ginsberg, Poetry Flash “No one writes American better than Dale Herd. His writing is like some bastard offspring of a liaison between Charles Bukowski and Joan Didion—unflinching and streetwise as Bukowski, but with Joan Didion ’s unfailing clarity and intelligence.” Lewis MacAdams, Wet Magazine, a Journal of the Avant-Garde “Herd has an acute sense of what people say as against what they mean. This creates the tension in the prose: that something emotionally unbearable is being spilled out into completely bearable talk.” Keith Abbott, on Wild Cherries, San Francisco Review of Books “Known for his brilliant short prose pieces as published in the books, Early Morning Wind, Wild Cherries, Diamonds, and Empty Pockets, Dale Herd is a meticulous recorder of the language we move around in, and he possesses the skill and guts to take it all the way. His underground novel Dreamland Court is simply a masterpiece.” Kevin Opstedal, Blue Press Books
| Author | : Michael T. Bosworth |
| Publisher | : McGraw Hill Professional |
| Total Pages | : 256 |
| Release | : 2012-01-13 |
| Genre | : Business & Economics |
| ISBN | : 0071769749 |
Build better relationships and Sell More Effectively With a Powerful SALES STORY “Throughout our careers, we have been trained to ask diagnostic questions, deliver value props, and conduct ROI studies. It usually doesn’t work; best case, we can argue with the customer about numbers—purely a left brain exercise, which turns buyers off. This book explains a better way.” —John Burke, Group Vice President, Oracle Corporation “Forget music, a great story has charm to soothe the savage beast and win over the most challenging customer. And one of the best guides in crafting it, feeling it, and telling it is What Great Salespeople Do. A must-read for anyone seeking to influence another human being.” —Mark Goulston, M.D., author of the #1 international bestseller Just Listen: Discover the Secret to Getting Through to Absolutely Anyone “Good salespeople tell stories that inform prospects; great salespeople tell stories that persuade prospects. This book reveals what salespeople need to do to become persuasive story sellers.” —Gerhard Gschwandtner, publisher of Selling Power “This book breaks the paradigm. It really works miracles!” —David R. Hibbard, President, Dialexis IncTM “What Great Salespeople Do humanizes the sales process.” —Kevin Popovic, founder, Ideahaus® “Mike and Ben have translated what therapists have known for years into a business solution—utilizing and developing one’s Emotional Intelligence to engage and lessen the defenses of others. What Great Salespeople Do is a step-by-step manual on how to use compelling storytelling to masterfully engage others and make their organizations great.” —Christine Miles, M.S., Psychological Services, Executive Coach, Miles Consulting LLC About the Book: This groundbreaking book offers extraordinary insight into the greatest mystery in sales: how the very best salespeople consistently and successfully influence change in others, inspiring their customers to say yes. Top-performing salespeople have always had a knack for forging connections and building relationships with buyers. Until now, this has been considered an innate talent. What Great Salespeople Do challenges some of the most widely accepted paradigms in selling in order to prove that influencing change in buyers is a skill that anyone can learn. The creator of Solution Selling and CustomerCentric Selling, Michael Bosworth, along with veteran sales executive Ben Zoldan, synthesize discoveries in neuroscience, psychology, sociology, anthropology, and other disciplines, combining it all into a field-tested framework—helping you break down barriers, build trust, forge meaningful relationships, and win more customers. This book teaches you how to: Relax a buyer’s skepticism while activating the part of his or her brain where trust is formed and connections are forged Use the power of story to influence buyers to change Make your ideas, beliefs, and experiences “storiable” using a proven story structure Build a personal inventory of stories to use throughout your sales cycle Tell your stories with authenticity and real passion Use empathic listening to get others to reveal themselves Incorporate storytelling and empathic listening to achieve collaborative conversations with buyers Breakthroughs in neuroscience have determined that people don’t make decisions solely on the basis of logic; in fact, emotions play the dominant role in most decision-making processes. What Great Salespeople Do gives you the tools and techniques to influence change and win more sales.
| Author | : Chris Voss |
| Publisher | : HarperCollins |
| Total Pages | : 203 |
| Release | : 2016-05-17 |
| Genre | : Business & Economics |
| ISBN | : 0062407813 |
A former international hostage negotiator for the FBI offers a new, field-tested approach to high-stakes negotiations—whether in the boardroom or at home. After a stint policing the rough streets of Kansas City, Missouri, Chris Voss joined the FBI, where his career as a hostage negotiator brought him face-to-face with a range of criminals, including bank robbers and terrorists. Reaching the pinnacle of his profession, he became the FBI’s lead international kidnapping negotiator. Never Split the Difference takes you inside the world of high-stakes negotiations and into Voss’s head, revealing the skills that helped him and his colleagues succeed where it mattered most: saving lives. In this practical guide, he shares the nine effective principles—counterintuitive tactics and strategies—you too can use to become more persuasive in both your professional and personal life. Life is a series of negotiations you should be prepared for: buying a car, negotiating a salary, buying a home, renegotiating rent, deliberating with your partner. Taking emotional intelligence and intuition to the next level, Never Split the Difference gives you the competitive edge in any discussion.
