February 2013
Beginner
224 pages
4h 29m
English
Content preview from Selling to Win, 4th Edition
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People in business will lose a percentage of their customers however successful those businesspeople are, however good their service is, and however well the product is priced. There are many reasons why customers are lost: people move away or die, products become obsolete, sales are lost to a competitor, businesses are taken over or go bust or, very importantly, changes take place in market trends and buying behaviour.
Let me give you some examples of buying behaviour or products reaching the end of a life cycle. The market for typewriters virtually dried up due to the computer. Videos have been replaced by DVDs and cassettes by CDs. Salespeople therefore should be at the forefront of spotting market-place ...
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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.