Conversations That Win the Complex Sale: Using Power Messaging to Create More Opportunities, Differentiate your Solutions, and Close More Deals Hardcover – April 4, 2011

I had the good fortune to attend a workshop a few years ago with Corporate Visions, where the authors work, and was blown away. The book they have written is easy to read, clear, and very compelling. The authors lay out a simple road map for telling a differentiated, memorable story that will help you win. Everyone in marketing involved in messaging/campaigns can learn something from this book, especially those involved in sales enablement. Anyone involved in lead nurturing can take lessons from this book, too. And every sales person who would like to win more deals can definitely benefit from this book.If you work at a large company, buy the book and take advantage of their services. They will help you create the right story, develop the right tools for your sales force, and then train your sales people to deliver your story. You'll win deals from your competitors and you'll win deals that are now simply doing nothing because the buyers can't see a distinction between the choices and so remains stuck in the status quo.

I am in the same business providing sales messaging through story and I have to say that that Tim & Eric clearly understand what they are talking about. Providing messaging that is relevant to the Buyer is not easy. It's natural that the Seller talks about their offering from the inside out. He's my product, here are the features and benefits, what do you think? But it's also natural for the Buyer to look at their situation from the inside out, namely, here are my goals, constraints and how could I solve my problems so that I can achieve my goals. The disconnect is that both are in opposite directions. Tim and Eric show the Seller how to Sell to the Buyer from the outside in. They also show how to differentiate your offering with a Value Wedge. They do all of this in a simple way without dumbing it down. Instead they keep the power of your message and also making it memorable. Great book. Well done. I did a video on these same concepts call Conversations vs. Confrontations [...]

This is a good book getting i to the psychology of the sales setting, and has very usable ideas to try for salespeople looking to freshen up their approach or to obtain new tools for their meetings. I enjoyed it, and took my time so as to employ a few of the subtle nuances in my approach...so far, pretty positive impact!

I really hate sales books. Almost all of them are nothing more than one interesting idea that could be delivered in a 3 page paper, then the author wraps 165 pages around that one thought. Not this baby. The key to all selling in the B2B space today is differentiation and getting the buyer's attention. The material in this book is excellent and I was particularly surprised, buying on Kindle, that I can now take notes, highlight and come back to this book from time to time.

I re-read this book every couple of years and each time I am glad I did. The book is full of practical tips you can apply right now to your sales and marketing.Currently, one of the hottest online sales gurus, is selling a high priced program that basically repackages this book. save your $$ and just buy this book

"Conversations" manages to reposition the sales process, using the skills sets attributed to top performing sales representatives, in a very meaningful way. The concepts of the "Value Wedge" (Important to Client, Unique to You, Defensible) and the development of "Power Messaging" allow for a shift in the dialog our Company has with our Clients and Prospects. All personnel having interactions with Clients / Prospects have been through the training (internally developed) and have found our Clients (v. Customer) most receptive to the new approach. Simply put, our folks think differently and this is reflected in the improvement in Client Intimacy.We have introduced two new key initiatives during Q1, 2013 and this proces has been invaluable incorporating our differentiation and value into our Core Story. Highly recommended!

Fantastic book that has an actionable framework. A must have for every sales leader and marketing exec.

I attended a training class presented by Erik Peterson and was truly impressed. It made a huge difference in my presentation style, customer engagement and winning results. This book is a great complement to that training. It is basically the class in book form. It's a great refresher that I turn to from time to time to sharpen my skills. This really works, you'll be impressed in how much better your customers remember and respond to you after using the techniques that Erik outlines in this book.

Recommend it for anyone starting in sales. Read this first and save yourself a lot of painful mistakes, it will help.

This book changed my views on sales conversations. It is a must read for anyone into selling.I liked the concept presented and application through examples. I have started using in my day to day life. I did not know Whiteboards are so effective.

All good

This is not really new stuff but it brings it to the point. I recommend it as a must read.

Nach dem Lesen von "SPIN Selling" von Neil Rackham sowie nach einem groben Einstieg in die Sozialpsychologie durch Cialdini's "Influence" defintiv eines der besseren Bücher übers Selling, wenn auch nicht ganz so strukturiert und durchdacht wie die ersten beiden. 4 von 5 Sternen