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 4: PRESENT COSTS FOLLOWED BY VALUE
Presenting your solution collaboratively might be the easiest part of the Facilitate step. But at some point in facilitating your solution, it’s time to talk cost. And often this is when the conversation becomes uncomfortable. Why? I believe it is uncomfortable for sellers if:
- They personally don’t see the value justification of what they are offering for the cost.
- The buyer has not articulated that they see value in the solution—yet.
- Budgets haven’t been discussed, so the seller has assumptions about what the buyer is willing or able to pay.
Working through WIIFT sequentially eliminates these barriers to a productive and value-filled discussion of the costs. Place your cost discussion after you’ve ...
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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.