Conversations That Win the Complex Sale Using Power Messaging to Create More Opportunities, Differentiate Your Solutions, and Close More Deals

ISBN-10: 0071750908
ISBN-13: 9780071750905
Edition: 2011
List price: $23.99 Buy it from $6.65
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Book details

List price: $23.99
Copyright year: 2011
Publisher: McGraw-Hill Professional Publishing
Publication date: 5/1/2011
Binding: Hardcover
Pages: 272
Size: 6.00" wide x 9.00" long x 1.00" tall
Weight: 1.452
Language: English

Erik Peterson (1890–1960) was a German theologian, scholar of early Christianity, and friend and colleague of Karl Barth and Carl Schmitt. Michael J. Hollerich is Professor of Theology at the University of St. Thomas. He is the author ofEusebius of Caesarea's Commentary on Isaiah: Christian Exegesis in the Age of Constantine(1999).

Acknowledgments
Introduction: Messaging Fuels Methodology
The Power of Change
Intentions and Instincts: Why You Need This Book
Overcoming the Status Quo: Your Biggest Competitor
Bring a Little Bad News: If You Want Them to Care
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
Your Power Message
The Hammock: Getting Their Attention
Grabbers: Creating Impact
Stories with Contrast: Help Them See Value
3D Props: Are You Serious?
Big Pictures: Make the Abstract Concrete and the Complex Simple
Personal Stories, Metaphors, and Analogies: The Key to Liking
Old Brain vs. New Brain: Messaging for a Decision
Proof: It's Not Just Numbers
Words, Voice, and Body: Message Delivery Matters
Index

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