August 2007
Intermediate to advanced
181 pages
2h 57m
English
Content preview from Sales Scripts that Sell, Second Edition
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Take the C Out of Close and You Lose
Selling Is the Only Way to Reduce the Cost of Doing Business.
Closing needs to be a natural part of the selling process. At any point in the salesperson-prospect exchange, the prospect may signal that he or she wants to own your product or service. Whenever that occurs, you need to be ready to close. Waste that opportunity and you could sacrifice the sale. The C in close stands for consummation; when you take the C away, you’re left with lose. Who loses? Both you and your customer do. You lose because you had a customer who was ready to buy. You had a customer who was excited by what you had to offer, who perceived an end to a problem situation, who understood the potential benefits and was able to envision ...
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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.