April 2013
Beginner
240 pages
5h 17m
English
Content preview from Conversations That Sell
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CHAPTER 9
Facilitate, Part II: Work Through Objections
“When solving problems, dig at the roots instead of just hacking at the leaves.”
—ANTHONY J. D’ANGELO, author of The College Blue Book
You’re in a conversation with a buyer and it’s going well. You’ve Initiated a positive connection and engaged in a productive Investigation where you discovered his POWNs. You’ve Facilitated a collaborative presentation of your solution and he agrees your solution will work. But . . . now there is an objection or a question.
What’s your reaction to the objection or question? Most people react with fight or flight.
Fight is to start bombarding the buyer with ...
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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.