February 2011
Intermediate to advanced
272 pages
4h 3m
English
Content preview from Selling to The New EliteBecome 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,
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CHAPTER FOURThe Passion of the Product
“Pleasure in the job puts perfection in the work.”
—ARISTOTLE
THE THIRD ELEMENT in successful interactions between salespeople and their affluent prospects is a passion that is evident in the product or service being sold. Indeed, that’s the very essence of luxury.
There is a point in the range of every product category where the merely excellent is surpassed by the truly exquisite. Luxury products and services are those that offer consumers sublime quality, performance, and emotional connections. In this sense, passion and luxury have intertwined DNA. Both are fundamentally about going beyond. Both are about transcending the utilitarian, the merely necessary, the simple must-have.
Consider the utilitarian ...
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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.