O'Reilly logo

Questions that Sell, 2nd Edition by Paul Cherry

Stay ahead with the world's most comprehensive technology and business learning platform.

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, tutorials, and more.

Start Free Trial

No credit card required

CHAPTER

image

3

Are You a Partner or a Product Peddler?The Educational Question

ONE OF THE first hurdles you face with buyers is establishing yourself as someone who can add value—not just because of what you sell, but also by virtue of who you are. High-value salespeople successfully position themselves as experts or advisers who use their expertise to improve the lives of their prospective customers.

Most salespeople sincerely want to help prospective customers by improving their business, saving them money, and expanding their share of the market.

But many prospects are cynical—and rightly so. We’ve all encountered too many low-value product peddlers ...

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, interactive tutorials, and more.

Start Free Trial

No credit card required