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Imperial Library
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Index
Cover Page
Conversations: That Win the Complex Sale
Copyright Page
Contents
Acknowledgments
Introduction: Messaging fuels Methodology
Part 1 The Power of Change
Chapter 1 Intentions and Instincts: why you need this Book
Chapter 2 overcoming the status Quo: your Biggest Competitor
Chapter 3 Bring a little Bad news: If you want them to Care
Part 2 The Power of Story
Chapter 4 Everyone Lives in Stories: Even Your Buyers
Chapter 5 Finding Your Story: The Value Wedge
Chapter 6 Building your story: Power Positions
Chapter 7 You Phrasing: Creating Engagement and Ownership
Chapter 8 The Hero Model: Play the Right Part
Part 3 Your Power Message
Chapter 9 The Hammock: Getting Their Attention
Chapter 10 Grabbers: Creating Impact
Chapter 11 stories with Contrast: help them see Value
Chapter 12 3D Props: Are You Serious?
Chapter 13 Big Pictures: Make the abstract Concrete and the Complex simple
Chapter 14 Personal stories, Metaphors, and analogies: the key to liking
Chapter 15 Old Brain vs. New Brain: Messaging for a Decision
Chapter 16 Proof: It’s Not Just Numbers
Chapter 17 Words, Voice, and Body: Message Delivery Matters
Index
About the Authors
About Corporate Visions, Inc.
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