March 2011
Intermediate to advanced
256 pages
5h 50m
English
Content preview from Consultative Selling, 8th EditionBecome an O’Reilly member and get unlimited access to this title plus top books and audiobooks from O’Reilly and nearly 200 top publishers, thousands of courses curated by job role, 150+ live events each month,
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A PERSONAL NOTEFROM THE AUTHOR
Chief executives who ask me, “What do I need you for?” have learned that they need me to equip their sales forces with an answer to that same question when it is asked by their own customers.
In an era in which customers control the way they want to be sold and, by doing so, have superseded their suppliers’ pretensions of account control; in which products and services, however new, are likely to enter their markets as instant commodities; in which margins are the reward for improving a customer’s profits rather than for improving your products or services; either you never leave home without new competitive advantages to bring to a customer or you stay in the car.
Customer managers at all levels, even technically ...
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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.