April 2013
Beginner
240 pages
5h 17m
English
Content preview from Conversations That SellBecome 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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WHY COLLABORATIVE SELLING WORKS
Buyers and sellers often approach a sales situation as if they are on opposing sides of the table—or opposite sides of a negotiation. That’s what you saw in the first scenario.
Collaborative selling is about being on the same side, working side-by-side with your buyer to achieve something you both want. They want a solution; you want a sale. That’s what you saw in the second scenario.
How then do you achieve what you both want? By focusing on the buyer.
When you focus on helping your buyer solve a problem, capture an opportunity, or get what they want or need, you give them greater value, build a trusting relationship, earn their loyalty, and end up with more sales. That’s a situation where you both achieve what ...
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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.