April 2013
Beginner
240 pages
5h 17m
English
Content preview from Conversations That Sell
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FIVE ACTIONS THAT CONSOLIDATE YOUR WIN3 CONVERSATIONS
Consolidating is important because without a final purchase decision a Win3 may not be achieved: the buyer never receives the value of your solution, you never get in the champion’s circle or president’s club, and your company loses a potential customer and sale. The five Actions of Then Consolidate guarantee a productive closure to each conversation:
- Complete a decision readiness check.
- Confirm the value your solution will provide.
- Ask for a decision or commitment to action.
- Identify the next steps with specifics.
- Close the conversation.
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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.