January 2012
Intermediate to advanced
256 pages
7h 37m
English
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16 Presenting Evidence and Proving Your Points
WHEN WE WRITE PROPOSALS OR CREATE SALES presentations, we typically try to establish the superiority of our recommendations by offering some kind of proof. In the world we work in, there are four kinds of proof we can offer to a prospect: the things we say about ourselves; the things our clients say about us; the things third-party, outside experts say; and the documented experience we can point to. Let’s consider each type of proof.
Things we say about ourselves. Every proposal contains some of these statements. “Our software is designed to be user friendly.” “We are passionate about customer satisfaction.” “We are a leader in developing effective treatment regimens.” And so on.
Do they work? No, ...
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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.
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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.