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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ACTION 5: PREPARE YOUR MIND TO ENGAGE WITH THE BUYER
The Actions for Waiting already shared are tangible and visual. However, your preparation in the Wait step includes an extremely important mental Action—preparing your mind.
Consider these situations: Your telephone rings; you arrive at the buyer’s location; you are sitting in the lobby of the buyer’s business; or you start to dial the telephone—what are you thinking about at that moment? Are you focusing on your buyer or the value you may bring to them? Or are you thinking about some other situation?
Winning conversations—and sales—begin in your head. Study top performers in any discipline and you will find that mental preparation often is cited as critical to their success.
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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.