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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Chapter 26
The 4 Stages of Selling
The first thing that a Power Closer understands is that closing tactics do only one thing: They get a decision from the buyer faster than the buyer would otherwise give it. That's a major advantage because the faster you can get someone to decide, the more chance you have of getting what you want. The longer you give a person to think about it, the less chance you have of getting what you want.
Some salespeople have been to one of those ABC sales seminars—you know the “Always be Closing” philosophy—so they start closing from the moment they approach the customer. That's too soon. Others use closing tactics only when they realize that the buyer is not going to say yes. That's too late. Unless you realize that ...
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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.