January 2017
Beginner
480 pages
27h 32m
English
book
Selling Today: Partnering to Create Value, 14/e
by Gerald L. Manning, Michael Ahearne, Barry L. Reece
Content preview from Selling Today: Partnering to Create Value, 14/e
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Minimizing Communication Style Bias
5.4 Learn how to identify your preferred communication style and that of your customer
Salespeople often make the mistake of focusing too much on the content of their sales presentation and not enough on how they deliver their message.20 Communication style bias is a barrier to success in selling. This form of bias is a common problem in sales work simply because salespeople deal with people from all four quadrants. You cannot select potential customers on the basis of their communication style. You must be able to develop a rapport with people from each of the four quadrants. When people of different styles work together but don’t adapt to one another, serious problems can develop.21
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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.
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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.