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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Combination Closes
In some cases, the most effective close is one that combines two or more of the closing methods we have discussed. To illustrate, let us observe Colleen White as she attempts to close a sale in the office of a buyer for a large department store. Colleen represents a firm that manufactures a wide range of leather clothing and accessories. Near the end of her planned presentation, she senses that the prospect is quite interested in her products but seems reluctant to make a decision.
This is how Colleen handles the close: “Ms. Taylor, we have discussed several benefits that seem especially important to you. First, you agree that this line will be popular with the fashion-conscious shoppers your store caters to. Second, you indicated ...
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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.