November 2012
Beginner to intermediate
224 pages
4h 46m
English
Content preview from Emotional Intelligence for Sales SuccessBecome 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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CHAPTER 8
Checkbook
Get Paid What You Are Worth
YOU MIGHT RECALL the funny scene in the movie Jerry McGuire where sports agent Jerry McGuire and his potential client Rod Tidwell are on the phone, yelling back and forth as Rod questions his agent’s resolve to represent him successfully. It all culminates in the famous line, “Show me the money!”
If salespeople would apply this mantra as part of their selling strategy, they would make a lot more money and save countless hours pursuing unqualified opportunities. “Show me the money, Mr. Prospect. Are you willing and able to invest in my product or service before I spend my time writing up a proposal?”
Many salespeople are weak in this stage of the sales process that we call “checkbook.” They fail ...
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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.