July 2012
Intermediate to advanced
240 pages
5h 47m
English
Content preview from ProActive Selling, 2nd Edition
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CHAPTER 3
The Language of Value
Speak the Right Language
You can prospect in person or over the phone, but the conversation is typically a dialog between interested or soon-to-be mutually interested parties, the seller and the buyer. The physical act of prospecting, dialing the phone or knocking on a door, is something anyone can do. The real issue, or better yet the question that needs to be addressed before you pick up that phone or start to knock on a door, is:
“What do I say to the person when I start talking? I can dial the phone or go door to door. That’s easy. When I get someone on the line or see them face-to-face, what do I say? How do I begin the conversation so they are interested in what I have to say?”
Many salespeople have a ...
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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.
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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.