December 2003
Intermediate to advanced
300 pages
6h 14m
English
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CHAPTER TWOPrinciples
The New Solution Selling was developed in response to today’s highly competitive global economy and draws on years of research and selling experiences. The principles covered in this chapter are the foundation of Solution Selling. After reading this chapter, please begin to apply the principles immediately. You don’t have to wait to finish the entire book before you start.
SOLUTION SELLING PRINCIPLES
A partial list of Solution Selling’s underlying principles include:
• No pain, no change.
• Pain flows throughout the entire organization.
• Diagnose before you prescribe.
• There are three levels of buyer need.
• There are two types of opportunities—Looking and Not Looking.
• Get there first, set the requirements, and make ...
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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.