October 5th 2012
Conversations That Win Complex Sales. Erik Peterson & Tim Riesterer. 2011. ISBN 978007175090. We know that competition is fierce and your prospects are being overwhelmed by information. Every now and again a book comes along that synthesizes and summarizes what you just know is happening in selling situations and then proves clear insight into what you can do. This is one of those books. Their Point of View is based on what is going on in the mind of the receiver while your are in the middle of a pitch, and how we usually faili miserably in helping clients move forward. Based on lots of research and experience the authors will show you how to make much better use of your selling time, become a much more valuable resource to your clients and move those stalled deals forward. Did you know :
- Your Old Brain views the simple approach and stories as coming from much more intelligent people – park the jargon
- In the Hero story, your job is to make the client the Hero
- The first and last ten minutes of a presentation are gold – do not waste it by telling the client about your self.
- Tie approaches to the techiques taught in the The Challenger Sale, You need to challenge the prospects status quo – to prevent the do nothing response.
- You are presenting stories and conversations not a pitch (again the buy is emotional first than logical)
Terrific book. Needs to be in the kit of high performance salespeople. Perfect for a 4 hour plane ride.
- Three Must Read Books to Improve Sales and Marketing 2012 Results (business2community.com)
- The Hero Model: A Marketing Strategy to Win Olympic Gold (mpdailyfix.com)
- Dirty Little Secrets: Why sellers can’t sell and buyers can’t buy, and what you can do about it. Sharon Drew Morgen
- Make the Sale Happen Before Lunch/ The Power of Positive Selling. Stephan Schiffman
- Smart Prospecting That Works Every Time. Win more clients with fewer cold calls. Michael D. Krause.
- The Challenger Sale. Taking control of the customer conversation. Matthew Dickson & Brent Adamson.
- The Heart of Marketing. Love your customers and they will love you back. Judith Sherven & Jim Sniechowski.