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- 2010052522 contributor B11799738.
- 2010052522 contributor B11799739.
- 2010052522 created "c2011.".
- 2010052522 date "2011".
- 2010052522 date "c2011.".
- 2010052522 dateCopyrighted "c2011.".
- 2010052522 description "The power of change -- Intentions and instincts -- Overcoming the status quo -- Bring a little bad news : if you want customers to care enough to do something different -- Everyone lives in story : even your buyers -- The power of story -- Finding your story : the value wedge -- Building your story : power positions -- You-phrasing creates engagement and ownership -- The hero model : play the right part -- The hammock -- Your power message -- Grabbers : creating impact and spiking attention -- Stories with contrast : help them see value -- Props : 3d visuals : are you serious? -- Big pictures : making the abstract more concrete : the complex more simple -- Stories, metaphors and analogies -- Messaging for the decision : old brain vs. new brain -- Proof points : pain vs. gain -- Messaging delivery : your words, voice, and body.".
- 2010052522 extent "xv, 250 p. :".
- 2010052522 identifier "9780071750905 (alk. paper)".
- 2010052522 issued "2011".
- 2010052522 issued "c2011.".
- 2010052522 language "eng".
- 2010052522 publisher "New York : McGraw-Hill,".
- 2010052522 subject "658.8/2 22".
- 2010052522 subject "Communication in marketing.".
- 2010052522 subject "HF5438.5 .P484 2011".
- 2010052522 subject "Sales promotion.".
- 2010052522 tableOfContents "The power of change -- Intentions and instincts -- Overcoming the status quo -- Bring a little bad news : if you want customers to care enough to do something different -- Everyone lives in story : even your buyers -- The power of story -- Finding your story : the value wedge -- Building your story : power positions -- You-phrasing creates engagement and ownership -- The hero model : play the right part -- The hammock -- Your power message -- Grabbers : creating impact and spiking attention -- Stories with contrast : help them see value -- Props : 3d visuals : are you serious? -- Big pictures : making the abstract more concrete : the complex more simple -- Stories, metaphors and analogies -- Messaging for the decision : old brain vs. new brain -- Proof points : pain vs. gain -- Messaging delivery : your words, voice, and body.".
- 2010052522 title "Conversations that win the complex sale : using power messaging to create more opportunities, differentiate your solutions, and close more deals / Erik Peterson, Timothy Riesterer.".
- 2010052522 type "text".