May 1988
Intermediate to advanced
216 pages
5h 35m
English
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Appendix BClosing-AttitudeScale
In Chapter 2 we looked at closing techniques, and in the “Attitude problems” section I mentioned an attitude scale that we developed to measure people’s feelings about closing. If you’d like to test yourself, here’s how:
1. Read the following 15 statements about closing.
2. After each statement, put a check in the box that most nearly represents your own opinion.
3. Follow the instructions at the end of the scale to calculate and interpret your score.
1. Closing is the most valuable of all techniques for increasing sales.
2. Trying to close a sale too often will reduce your changes of success.
3. Unless you know ...
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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.