August 2010
Beginner
416 pages
10h 4m
English
book
Mastering the World of Selling: The Ultimate Training Resource from the Biggest Names in Sales
by Erik Taylor, David Riklan
Content preview from Mastering the World of Selling: The Ultimate Training Resource from the Biggest Names in SalesBecome 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,
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.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.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.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.
Chapter 53. Magic Moments in Selling: Subtle Yet Crucial Actions to Advance the Sale
Anne Miller
Chiron Associates
When your husband or significant other surprises you with flowers and it isn't even your birthday, that is a magic moment in the relationship. When your football-indifferent wife suggests that you stay home and watch the game on television while she takes care of the kids, that is another magic moment in the relationship.
Magic moments are turning points, those little things you do that endear you to the other person and promote the relationship between you.
Alternatively, when your significant other works late on the night of your anniversary or comments, in front of your friends, how inept you are around the house, those are negative magic moments. Those actions weaken, if not totally derail, the relationship.
Relationships in business are similarly affected by magic moments. These magic moments are those subtle, but critical, actions a seller takes that either advance or doom the sale. Sales managers need to ensure that their staffs master those moments.
In my 20-plus years of sales and presentations seminars and coaching work, seven of these turning points continually appear as weaknesses among even the best salespeople. Let me share one of them with you.
THE FIRST TWO MINUTES
People generally know a call should be about the client, but the effort to actually engage a prospect to talk openly and comfortably about his business is often poorly executed.
Let me demonstrate. ...
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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.