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 10DEALING WITH THE “SEND ME SOMETHING” REQUEST
Creating a SMS File: Make Your Time Matter
When you are in the process of driving new business, you will ultimately be receiving “send me something” requests frequently. This is just what happens to salespeople when calling on new prospects. If you are anything like most salespeople, you hate to do paperwork, so the last thing you want to do is put together a SMS package or e-mail every time a prospect says, “send me something.”
Here is what we do (we are no different than you when it comes to disliking paperwork!). We have prepared a SMS file on our computer for nearly every SMS request we can imagine. We have video clips, one-page documents, two-page documents, testimonials, articles, product ...
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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.