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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PREPARE TO WORK THROUGH OBJECTIONS
Preparing for possible objections increases your probability of working through them effectively during the conversation. The Quick Prep Tool, Figure 12–1 in Chapter 12, guides you through the entire conversation, including preparation for possible objections that might surface in a specific conversation.
To prepare for objections:
- Identify probable objections or questions that might be raised in this specific conversation.
- Write open-ended clarifying questions you can ask if a concern or question is raised.
- Identify additional Investigate questions you might ask during the Investigation to discover and discuss information before it becomes an objection or obstacle in the Facilitate step.
- Prepare proof or ...
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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.