August 2007
Intermediate to advanced
181 pages
2h 57m
English
Content preview from Sales Scripts that Sell, Second Edition
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How Sensible Selling Works
First, consider all your work time as business development time. This perspective will prevent you from thinking of yourself as a passive recipient of business and will cause you instead to see yourself as an active creator of business.
Second, think of business development time as prime time. Consider every business development minute as true opportunity time. Use the time to develop leads, follow up on inquiries, build rapport with potential customers and referrals, and establish your credibility as a source with the people whose business you desire.
Third, keep yourself on track. Track your daily business development results on a form like the one provided here. Examine your results to determine if your prospecting ...
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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.