Conversations That Win the Complex Sale (PB) PDF Download

Author: Erik Peterson
Publisher: McGraw Hill Professional
ISBN: 0071752587
Category : Business & Economics
Languages : en
Pages : 273

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Book Description
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: Douglas Stone
Publisher: Penguin
ISBN: 1101496762
Category : Psychology
Languages : en
Pages : 351

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Book Description
The 10th-anniversary edition of the New York Times business bestseller-now updated with "Answers to Ten Questions People Ask" We attempt or avoid difficult conversations every day-whether dealing with an underperforming employee, disagreeing with a spouse, or negotiating with a client. From the Harvard Negotiation Project, the organization that brought you Getting to Yes, Difficult Conversations provides a step-by-step approach to having those tough conversations with less stress and more success. you'll learn how to: · Decipher the underlying structure of every difficult conversation · Start a conversation without defensiveness · Listen for the meaning of what is not said · Stay balanced in the face of attacks and accusations · Move from emotion to productive problem solving

Author: Erik Peterson
Publisher: McGraw Hill Professional
ISBN: 0071849726
Category : Business & Economics
Languages : en
Pages : 256

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Book Description
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: Dirk Schlimm
Publisher: McGraw Hill Professional
ISBN: 0071754059
Category : Business & Economics
Languages : en
Pages : 273

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Book Description
Influence the Influencers in Your Life "I've known Dirk Schlimm for years, and observed with admiration his ability to work effectively with powerful people while sustaining his own core values. His topic is important, and his experience has given him a deep practical wisdom." --Jim Collins, author, Good to Great "For every 'powerful person' who has influenced history, there are three or four people behind the scenes without whom history would never have changed. Vision and drive for implementation are never enough. Dirk Schlimm's book is about how to accomplish the work of real change in the real world by doing the hard work that rarely gets noticed." --Governor Howard Dean, Chairman Emeritus, The Democratic National Committee "Influencing Powerful People provides invaluable insights into this dynamic--insights that will assist anyone to be more effective and successful." --Peter Jewett, Chair, Corporate Department, Torys LLP About the Book Dealing with powerful people can be intimidating. Many of them have reached the height of achievement through a combination of charm, confidence, and rilliance, and they certainly deserve our dmiration and respect. More than likely, owever, they also succeeded as a result of their relentless drive and, in the process, developed reputations for being intense, demanding, and temperamental. How do you keep up with such individuals, gain their confidence, contribute to their enterprise, and ensure that your ideas count? Influencing Powerful People provides you with the tools you need to connect and get results with key influencers and decision makers--chief executives, department heads, supervisors, and anyone else in a position of authority. Author Dirk Schlimm, who has frontline experience working with "larger-than-life" leaders, provides sixteen proven rules for working successfully with the powerful people in your life--whether your boss, client, partner, associate, or international counterpart. These rules include: Adopt the role of a "helper" Counter ego with humility Appreciate who they are and what they do Do the things they can't Become an effective counterweight It's not about giving up your values or telling them what they want to hear--in fact, what powerful people need most often is your loyalty and unbiased perspective. It's about learning to build a relationship and communicating in a way that gets their attention. It's about strategically managing and adapting your everyday behavior so that the powerful people in your life gain confidence in you, appreciate your contribution, and listen to you when charting their course. No matter what your level in an organization, Influencing Powerful People holds the key to ensuring that you make an impact, earn respect, and progress to even greater achievement and responsibility.

Author: Erik Peterson
Publisher: McGraw Hill Professional
ISBN: 1260462765
Category : Business & Economics
Languages : en
Pages : 268

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Book Description
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: Jill Konrath
Publisher: Penguin
ISBN: 1101432950
Category : Business & Economics
Languages : en
Pages : 255

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Book Description
Selling is tougher than ever before. Potential customers are under extreme pressure to do more with less money, less time, and fewer resources, and they're wary of anyone who tries to get them to buy or change anything. Under such extreme conditions, yesterday's sales strategies no longer work. No matter how great your offering, you face the daunting task of making yourself appear credible, relevant, and valuable. Now, internationally recognized sales strategist Jill Konrath shows how to overcome these obstacles to get more appointments, speed up decisions, and win sales with these short-fused, frazzled customers. Drawing on her years of selling experience, as well as the stories of other successful sellers, she offers four SNAP Rules: -Keep it Simple: When you make things easy and clear for your customers, they'll change from the status quo. -Be iNvaluable: You have to stand out by being the person your customers can't live without. -Always Align: To be relevant, make sure you're in synch with your customers' objectives, issues, and needs. -Raise Priorities: To maintain momentum, keep the most important decisions at the forefront of their mind. SNAP Selling is an easy-to-read, easy-to-use guide for any seller in today's increasingly frenzied environment.

Author: Zig Ziglar
Publisher: HarperCollins Leadership
ISBN: 1418530298
Category : Business & Economics
Languages : en
Pages : 109

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Book Description
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: Michael T. Bosworth
Publisher: McGraw Hill Professional
ISBN: 0071769749
Category : Business & Economics
Languages : en
Pages : 256

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Book Description
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: Joseph Grenny
Publisher: McGraw Hill Professional
ISBN: 1260474194
Category : Business & Economics
Languages : en
Pages : 332

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Book Description
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: Everest Media,
Publisher: Everest Media LLC
ISBN:
Category : Business & Economics
Languages : en
Pages : 38

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Book Description
Please note: This is a companion version & not the original book. Sample Book Insights: #1 The difference between winning and losing is not just about where you show up and who you speak with, but what you say when you get there. Sales methodology is about how to structure an opportunity or an account, but it’s the messaging that fuels the process. #2 In a hypercompetitive environment, where customers are overwhelmed by the amount and complexity of information, you must differentiate yourself from the competition by having the right messages. #3 The top strategic initiative for sales is to fuel better customer conversations, according to research conducted by several major analyst firms. #4 The success of a salesperson isn’t going to be determined by where they show up, but by what they say when they get there. Thus, it is important to evaluate your customer conversations and your sales process to see if they help you position your offerings as solutions to client problems.