September 2012
Intermediate to advanced
240 pages
5h 17m
English
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CHAPTER 12
Preventing the Buyer’s Reflex Resistance to Salespeople
There’s been a recurring subtheme running like an undercurrent through the previous chapters on the sales story, proactive telephone calls, and sales calls. Just in case I have been a bit subtle (not something I’m often accused of), allow me to pause here to hammer the point home.
Buyers resist salespeople. Everyone does it, even those of us selling for a living. Buyers, especially prospects, have an automatic, almost instinctive, negative reflex reaction to salespeople. You know exactly what I’m referring to because you respond the same way. Think back to your last trip to a furniture store. What thoughts immediately went through your head as the eager, clipboard-carrying salesman ...
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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.