July 2012
Intermediate to advanced
240 pages
5h 47m
English
Content preview from ProActive Selling, 2nd Edition
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CHAPTER 8
Educate the Customer Using Two-Way Learning
SALESPEOPLE AND SALES MANAGERS have varied viewpoints on what sales education is. Here’s what sales education is not:
Telling the prospect all about yourself.
Telling the prospect the features of your product/service. This would be a regurgitation of product knowledge—something every salesperson wants to do, but really needs to do less.
Spewing out a standard sales presentation.
A demonstration ...
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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.