May 1988
Intermediate to advanced
216 pages
5h 35m
English
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5Giving Benefitsin Major Sales
We’ve seen in Chapter 4 how the SPIN Model provides a strong probing framework for the Investigating stage of the call. In this chapter, I want to show you what Huthwaite’s research found about the Demonstrating Capability stage (Figure 5.1).
Figure 5.1. The Demonstrating Capability stage: Offering your solutions and capabilities to the customer.
Features and Benefits: The Classic Ways to Demonstrate Capability
Sales training and books on selling have given a lot of attention to methods for Demonstrating Capability. Since the 1920s it’s been recognized that some ways of presenting solutions to customers are more ...
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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.