July 2012
Intermediate to advanced
240 pages
5h 47m
English
Content preview from ProActive Selling, 2nd Edition
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Appendix: ProActive Selling Tools
Here are the tools in a single-page format. Copy this page and put it up in your office. It will remind you of what you should be preparing for on every call.
Ask ’em/Tell ’em/Ask ’emTool (Chapter 7)
BBB—Buyers Buy BackwardsTool (Chapter 9)
Cause/EffectTool (Chapter 2)
CliffDiveTool (Chapter 11)
Drop/Pull/PushTool (Chapter 11)
Feature/Benefit/ValueTool (Chapter 2)
Finding TrainsTool (Chapter 8)
FlipTool (Chapter 5)
GAP ChartTool (Chapter 7)
Gives/GetsTool (Chapter 10)
Implementation DateTool (Chapter 9)
Implementation PlanTool (Chapter 11)
PPPIITool (Chapter 9)
SalesMapTool (Chapter 7)
Summarize, Bridge, PullTool (Chapter 5)
Solution BoxTool (Chapter 8)
STT—Short-Term TransferTool (Chapter 11)
30-Second Speech ...
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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.