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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2HOW TO PENETRATEHIGH LEVELS
Top-tier customer management rarely deals with vendors, and then only under duress. They speak different languages. Vendors speak price and performance; management speaks value and profit. Vendors speak of their competitors; management is concerned about its own competition. Vendors wonder when management will ever buy; management wonders when vendors will ever leave.
Vendors who stand before their customer’s top tier will not do so for long, or do so again soon. For consultative sellers to make a stand, and make it again and again, they must be prepared to speak the language of management, address customer concerns instead of their own, and put their knowledge of the customer’s business to work so that a demonstrable ...
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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.
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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.