March 2011
Intermediate to advanced
256 pages
5h 50m
English
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IntroductionTHE CONSULTATIVESELLING MISSION
Consultative Selling is profit-improvement selling. It is selling to high-level customer decision makers who are concerned with profit—indeed, who are responsible for it, measured by it, evaluated by it, and accountable for it. Consultative Selling is selling at high margins so that you can share in the profits that you improve. High margins to high-level decision makers: This is the essence of Consultative Selling.
Since 1970, Consultative Selling has revolutionized key account sales. It has helped customer businesses grow and supplier businesses achieve new earnings along with them. Everywhere it is practiced, Consultative Selling replaces the traditional adversarial buyer-seller relationship with ...
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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.