February 2013
Beginner
224 pages
4h 29m
English
Content preview from Selling to Win, 4th Edition
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The rules of professional selling
If you should decide to take up football, the first stage would be to learn the rules. And in learning those rules, you would obviously want to be taught from the current rule book, not from the rule book of the 1970s, 1980s or 1990s. Regrettably, too many salespeople are being taught out-of-date sales practices.
As I have already said, the buying public are more sophisticated than they used to be. People are better educated; they have more choice and the competition is more intense and proficient. It is therefore absolutely essential that any salesperson attempting to perform and achieve in the vibrant market-place of the current climate, must be equipped and knowledgeable on the accepted practices ...
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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.