March 2017
Beginner to intermediate
320 pages
6h 54m
English
Content preview from Sales EQ
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18Decision Process
It is in your moments of decision that your destiny is shaped.
—Tony Robbins
“Look, you guys are all the same. Why don't you just give me your best price?”
Jessica had heard the same words leave the lips of stakeholders hundreds of times over a sales career that spanned 15 years and three companies. She knew that the statement was part negotiating strategy and part truth.
To buyers she and her competitors looked the same. And, frankly, she could see why. In her industry, there were four national competitors, several dozen regional players, and local mom-and-pop enterprises dispersed here and there—all vying for a piece of the action.
The products and services were essentially the same; yet each competitor claimed to have some exclusive differentiator. These claims were mostly marketing smoke and mirrors.
To say her industry was competitive was an understatement. It was hypercompetitive. Among just the four national competitors there were more than 3,000 salespeople calling on prospects. Add in the regionals and locals, and it was not uncommon for a stakeholder to get five or more prospecting calls a week.
“I just need five minutes of your time, sir, to show you how we can save your company money.” The prospecting mantra repeated itself over and over. Weary buyers were numb to the same stale pitches and sales conversations quickly degenerated into “What's your best price?”
The pressure on reps in her industry was intense and turnover high, exceeding 100 percent ...
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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.