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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KNOW WHAT YOU ARE CLOSING
Not every sales conversation ends with a buy decision; there may be multiple conversations and a series of decisions before the final decision is made. That’s why your preparation, the focus of the Wait step introduced in Chapter 5, begins with identifying the desired outcome for the conversation. Clarifying your desired outcome ensures you have the right conversation to result in the successful outcome you seek.
Typical desired sales conversation outcomes include:
• Getting the buy decision (securing the order).
• Fact-finding for specific information about POWNs (qualifying the buyer for budget and decision-making authority).
• Collaborating through a discussion of how your solution addresses their POWNs (facilitating ...
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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.