January 2019
Intermediate to advanced
256 pages
6h 2m
English
Content preview from Power Negotiating for SalespeopleBecome 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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Preface to the 2019 Edition
Nothing Happens Until Somebody Sells Something—at a Profit!
A lot has changed in the world of selling since I wrote the first edition of this book in 2001.
Buyers are much better informed than they were in the old days. Back then, a salesperson could bluff a buyer by saying, “If you add this to your product line you can expect to see a 20 percent increase in sales.” Try that and the buyer will likely punch out a few numbers in his laptop and say, “That's not what we found when we ran a test in our Omaha store. We only got a 4.2 percent increase in sales. Not enough to justify adding another SKU. We did 1 percent better in Chicago, but still not enough to pay off for us.”
Retail buyers know exactly what it costs to ...
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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.