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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Impending Event Close
The impending event close, also known as the positive/negative technique, involves making positive use of a negative point. This technique of closing requires that you know the needs of the prospects well enough to turn their objections into your selling points. More often than not, you will need to have a good relationship with your prospects to make the method work.
For example, the salesperson might say, “As you have agreed, our product does have several advantages over the competing offerings. I also want to share with you that we cannot make delivery before the middle of next month (the negative point) due to high demand (the positive point). However, I believe you’re not looking for delivery until the end of next month ...
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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.