September 2003
Intermediate to advanced
154 pages
2h 11m
English
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10Be a Financial Improvement Specialist
A single idea—the sudden flash of anidea—maybe worth a million dollars.
— ROBERT COLLIER
In consultative selling, you position yourself as a consultant, an expert, an advisor, a helper, and a teacher in the sales situation. Above all, you position yourself as a problem solver. You ask good questions and listen attentively to the answers.
When you are selling to businesses especially, you should position yourself as a “financial improvement specialist.” This requires that you focus all your attention on showing the customer how his or her business can be financially better off as the result of using your product or service.
Customers of top salespeople describe these salespeople as consultants, “unpaid members ...
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O’Reilly covers everything we've got, with content to help us build a world-class technology community, upgrade the capabilities and competencies of our teams, and improve overall team performance as well as their engagement.Julian F.
I wanted to learn C and C++, but it didn't click for me until I picked up an O'Reilly book. When I went on the O’Reilly platform, I was astonished to find all the books there, plus live events and sandboxes so you could play around with the technology.Addison B.
I’ve been on the O’Reilly platform for more than eight years. I use a couple of learning platforms, but I'm on O'Reilly more than anybody else. When you're there, you start learning. I'm never disappointed.Amir M.
I'm always learning. So when I got on to O'Reilly, I was like a kid in a candy store. There are playlists. There are answers. There's on-demand training. It's worth its weight in gold, in terms of what it allows me to do.