1: It’s Wednesday. “You park your car at your home airport. You get on a plane for a business trip,” Erik Peterson and Tim Riesterer write in their book Conversations That Win the Complex Sale.
Two days later, you fly home. But what happens if you haven’t written down your parking space?
You can’t remember where you parked your car.
“Why not?” Erik and Tim ask. “You parked there … continue reading
1: The trial is coming to an end. The time has come for the prosecutor to deliver the final summation to the jury.
Here’s what you won’t hear: “Based on what we’ve seen with our own eyes and what we’ve heard with our own ears, this person is guilty,” Erik Peterson and Tim Riesterer write in their book Conversations That Win the Complex Sale.
Instead, here’s what the prosecutor … continue reading
1: “A lot of people enjoy the Geico gecko commercials,” Erik Peterson and Tim Riesterer write in their book Conversations That Win the Complex Sale.
“They’re fun, and they get your attention,” the authors note.
Beyond entertainment, these commercials clearly communicate Geico’s main value proposition in just 30 seconds: “Fifteen minutes can save you 15 percent or more on your car insurance.”
“It’s perfect,” they note. “Simple, specific, and … continue reading
1: A prospect has a problem.
They reach out to you and two of your competitors.
“What words and phrases do you think your competitors will use to describe their products and services?” Erik Peterson and Tim Riesterer write in their powerful book Conversations That Win the Complex Sale.
Here are some likely possibilities:
“Now ask yourself,” they suggest, … continue reading
