1: The salesperson rips a piece of paper out of a notebook.

The piece of paper is the prop, Erik Peterson and Tim Riesterer write in their powerful book, Conversations That Win the Complex Sale.

The sales rep says: “Imagine that this piece of paper represents all the information that your salespeople need to communicate to their prospects about your company.

“The question is, how much of that information … continue reading

1: On January 28, 1986, the space shuttle Challenger broke apart just 73 seconds after liftoff, killing all seven crew members.

The disaster stunned the nation and triggered an intensive investigation into what went wrong. President Ronald Reagan appointed a presidential commission to determine the cause of the disaster.

The hearings were broadcast on television nationwide.

According to Erik Peterson and Tim Riesterer in  Conversations That Win the Complex … continue reading