August 2007
Intermediate to advanced
181 pages
2h 57m
English
Content preview from Sales Scripts that Sell, Second Edition
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Establishing Needs and Wants
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The “Learn Needs” Script
I’d love to learn more about your company’s needs. Could you tell me how you evaluated the [name of product/service] you’re using now? The “Key Question” Script
I want to help you. Before I can do that, I need to ask you a key question. If you could invent a product or service to solve all of your company’s problems, what would it do? The “Decide to Buy” Script How did you decide to buy your last product or service? What do you like best about the product or service you are now using? |
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The “Major Benefits Are” Script
The major benefits this [your product/service] delivers are [benefits one, two, three ... |
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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.