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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FIVE ACTIONS TO INVESTIGATE COMPELLING POWNS™
Don’t be fooled into thinking that all you need to do is get the buyer to talk. That’s not enough; you need to actively listen, clarify, add context to your questions, and adapt the questions as needed to keep the conversation collaborative.
Successful completion of the Investigate step is more probable when you first prepare by identifying the information that you and They need to uncover, write the questions that will uncover the information, and then use the following five Actions during your conversation:
- Ask relevant open-ended questions.
- Listen actively.
- Ask follow-up questions.
- Paraphrase what They have stated.
- Qualify and confirm that They want to discuss a solution before moving on.
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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.