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 28
Questionable Closes
Now let me cover a couple of questionable closing tactics, so that you can defend yourself when they're used on you.
The Deliberate Mistake Close
As with any con job, the Deliberate Mistake requires a victim who also lacks ethics. The buyer baits the hook when he or she prepares a proposal and deliberately leaves out one of the requirements or leaves the quality standards vague on one of the elements.
Perhaps the element left out is the cost of stamping serial numbers, something the salesperson knows the law requires for recall purposes. The vague quality standard might be the requirement for copper-tipped switches. In either case, a knowledgeable salesperson would spot the mistake. An ethical salesperson would ...
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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.