July 2012
Intermediate to advanced
240 pages
5h 47m
English
Content preview from ProActive Selling, 2nd Edition
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CHAPTER 11
Justify
NOW THE PROSPECT HAS TAKEN A BIG STEP. They understand what you are offering, and they have taken ownership of it. The prospect is moving along a path to make a decision. They make a stop before they are willing to commit, however, at Justify.
The Justify part of the process is where the prospect needs to rationalize the decision they are going to be making. It’s when you go out and look at the car once more before you buy it. You drive by the house you are ready to make an offer on one last time to be sure you haven’t overlooked anything. The prospect asks for one more demonstration, has one last set of questions, or needs to have a top-level overview before he or she can continue.
Many things happen in the Justify phase. ...
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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.