May 1988
Intermediate to advanced
216 pages
5h 35m
English
Content preview from SPIN SellingBecome 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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2ObtainingCommitment:Closing the Sale
The Huthwaite research shows that success in the major sale depends, more than anything else, on how the Investigating stage of the call is handled. But not everybody would agree with this conclusion. For many writers, Obtaining Commitment is the most important step of a successful sale. When we were beginning our research, not knowing where to start, I approached a number of experts for advice. These people—writers, trainers, and experienced sales managers—generally suggested that we should start with Obtaining Commitment, or closing, as they generally called it. Closing, they told us, was the stage of the sale where the most crucial elements of success would be found, so that’s where we should begin our ...
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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.