May 1988
Intermediate to advanced
216 pages
5h 35m
English
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Preface
This is yet another book about how to sell more successfully. So what makes it different from the more than 1000 sales books already published? Two things:
1. It’s about the larger sale. Almost all existing books on selling have used models and methods that were developed in low-value, one-call sales. In the 1920s, E. K. Strong carried out pioneering studies of small sales that introduced such new ideas to selling as features and benefits, closing techniques, objection-handling methods, and open and closed questions. For more than 60 years, these same concepts have been copied, adapted, and refined with the assumption that they should apply to all sales. Even the few writers who have tried to give some advice on larger sales have based ...
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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.