October 2022
Intermediate to advanced
256 pages
2h 27m
English
Content preview from Selling in a Crisis
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32It's the Sales Process, Stupid
The key to selling better begins and ends with discipline and excellence throughout the sales process. When you faithfully execute each step of the sales process, you bend the win probability in your favor.
Nothing replaces the fundamentals of systematically and methodically putting qualified opportunities into your pipeline and advancing them through the pipeline. The following steps should be familiar to you:
- Prospecting
- Qualifying
- Setting first-time appointments
- Advancing with micro-commitments
- Discovery
- Presenting your business case and selling outcomes
- Asking for buying commitments and handling objections
If you take shortcuts in the sales process, you will experience stalled deals, prospects will ghost you, and competitors will eat your lunch. You'll also face a lower closing ratio and suboptimized income. All of this can damage your career.
If you are seeking Jedi mind tricks, secret techniques, or something new, different, and easy, I've got some harsh news for you. There isn't anything new, different, or easy. Nor are there mystical mind tricks that will help you sell better in a crisis. Anyone who tells you differently is either lying or pandering.
No technique, no move, no play, no gambit will save you from failure should you get lax with the sales process. Sales outcomes are predictable based on how you leverage, execute, and advance opportunities through the sales process.
Follow a well-designed sales process with qualified prospects ...
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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.