January 2015
Beginner
112 pages
2h 18m
English
Content preview from Sales Success (The Brian Tracy Success Library)Become an O’Reilly member and get unlimited access to this title plus top books and audiobooks from O’Reilly and nearly 200 top publishers, thousands of courses curated by job role, 150+ live events each month,
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.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.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.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.
INDEX
added value, unique, 42–44
affluence symbols, 85
amazing customers, 99–100
anecdotal selling approach, 75–76
appearance, 26, 30, 78–80, 84, 85
approach/first contact, 9–10
Art of War, The (Sun Tzu), 36
asking for action, 9, 11, 92–96
assumption close, 94
attention, getting customer, 58–60
audio books, educational, 16
authority, projecting, 85
authorization close, 94–95
Bain & Company, 105
breakfast meetings, 26
business to business selling, 55–56
caring, 67
CDs, educational, 16
client-centered approach, 60
closing questions in, 93–95
improving skills in, 109, 112–113
ratios for, 22–23
selling more stuff (SMS)/making more money (MMM), 27–28
coefficient of sales effectiveness, ...
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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.
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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.