December 2012
Intermediate to advanced
240 pages
4h 54m
English
book
SOAR Selling: How To Get Through to Almost Anyone—the Proven Method for Reaching Decision Makers
by David Hibbard, Marhnelle Hibbard
Content preview from SOAR Selling: How To Get Through to Almost Anyone—the Proven Method for Reaching Decision MakersBecome an O’Reilly member and get unlimited access to this title plus top books and audiobooks from O’Reilly and nearly 200 top publishers, thousands of courses curated by job role, 150+ live events each month,
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CHAPTER 3MINDSET: ITS CONNECTION TO CALL RELUCTANCE AND TOP PERFORMANCE
Definition of Mindset
We are going to speak about mindset throughout this book and the impact it has when it comes to driving net new business. The word mindset, as used in the context of this book refers to:
1. A mental inclination, tendency, or habit
2. A fixed state of mind
3. A particular way of thinking: a person’s attitude or set of opinions about something
Why Call Reluctance Exists: Seven Surprising Facts That Impact a Salesperson’s Mindset
In the course of training a multitude of salespeople across the globe, one of the things we have discovered is a lack of mindset when it comes to achievement, particularly when it comes to prospecting achievement. Generally speaking, ...
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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.