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
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Summary-of-Benefits Close
Let us assume that you have discussed and demonstrated the major benefits of your product and you detect considerable buyer interest. However, you have covered a great deal of material. There is a chance that the prospect is not able to put the entire picture together without your help. At this point, you should provide a concise summary of the most important buyer benefits. Your goal in the summary-of-benefits close is to reemphasize the value-added benefits that can help bring about a favorable decision. Because of this, this tactic is also referred to as the step-by-step close. This closing statement gives you the opportunity to restate how the benefits will outweigh the costs.21
Let us see how this closing method ...
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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.