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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Need Discovery—Listening and Acknowledging the Customer’s Response
11.4 Describe the importance of active listening and the use of confirmation questions
To fully understand the customer, we must listen closely and acknowledge every response. The authors of First Impressions offer these words of advice to salespeople who use questions as part of the need identification process:
What you do after you ask a question can reveal even more about you than the questions you ask. You reveal your true level of interest in the way you listen.18
Most of us are born with the ability to hear, but we have to learn how to listen. The starting point is developing a listening attitude. Always regard the customer as worthy of your respect and full attention. ...
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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.