December 2003
Intermediate to advanced
300 pages
6h 14m
English
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CHAPTER SIXDefining Pain or Critical Business Issue
You are engaged in the initial sales call with a new prospect (it could be face-to-face, on the phone, or electronic). What should you say, and when should you say it? What is your goal for this first meeting, and what is the best strategy for reaching this goal?
In this chapter we go through the initial steps of a sales call. The goal is to establish the prospect’s pain, or critical business issue. This is essential before the sale can proceed. The prospect’s pain is central to everything that follows, because, without a compelling reason to change, the prospect will continue to do things the ...
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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.