O'Reilly logo

Successful Selling for Small Business: What It Takes and How to Do It by Jackie Wade

Stay ahead with the world's most comprehensive technology and business learning platform.

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, tutorials, and more.

Start Free Trial

No credit card required

Sales Jargon Buster

Active Need: A need, problem or pain which has been identified or recognised by a customer or prospect (the opposite being Latent Need).

Closing: Closing a sale refers to achieving a clearly defined, tangible and mutually agreed final outcome between buyer and seller, either a sale or agreed next step.

Closed Question: A question which can be answered by one word: Yes, No, Maybe, Sometimes.

Cold Calling: Telephone selling or calling to prospects where there is no previous track record or relationship.

Cross-Selling: Selling an additional product (or products) which naturally links or fits with the original purchase.

CRM System: Customer Relationship Management system is an IT software solution for storing, managing ...

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, interactive tutorials, and more.

Start Free Trial

No credit card required