August 2007
Intermediate to advanced
181 pages
2h 57m
English
Content preview from Sales Scripts that Sell, Second Edition
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The Psychology of Stalling: It’s Decision Time
When prospects come close to placing an order or making a buying decision, it’s normal for them to react somewhat fearfully, to look for reasons to postpone making the actual decision, and to try to buy time so they can either seek confirmation from others or convince themselves via self-talk that what they are considering doing is right. When these natural reactions occur, your task is to help them explore the possibilities, emphasize the benefits to them of what you’re selling so that you fuel their desire and interest, and give them the leeway they need to ponder the purchase safely. Never give potential purchasers the impression that you find their doubts or concerns silly. Instead, let them ...
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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.