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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HOW COLLABORATIVE SELLING WORKS IN CHALLENGING SITUATIONS
At this point you may be thinking, “Those are great examples, except what about this situation—or that? What about the scenarios I find myself in? Does the collaborative selling approach always work?”
I’d like to respond with an absolute yes, but that would be naive, and I can’t deny that there are some predicable situations where collaborative selling can be a particular challenge. What follows are some of the most common challenges you may encounter.
The Order-Dictating Buyer Challenge
While your intentions and approach may have evolved from “old school” selling, some buyers haven’t made the switch yet. Some are conditioned, or trained, to expect you to simply take their order or dictate ...
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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.