December 2003
Intermediate to advanced
300 pages
6h 14m
English
Content preview from The New Solution Selling, 2nd EditionBecome an O’Reilly member and get unlimited access to this title plus top books and audiobooks from O’Reilly and nearly 200 top publishers, thousands of courses curated by job role, 150+ live events each month,
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Contents
PART ONE Solution Selling Concepts
PART TWO Creating New Opportunities
Chapter 4: Precall Planning and Research
Chapter 5: Stimulating Interest
Chapter 6: Defining Pain or Critical Business Issue
Chapter 7: Diagnose Before You Prescribe
Chapter 8: Creating Visions Biased to Your Solution
PART THREE Engaging in Active Opportunities
Chapter 9: Selling When You’re Not First
Chapter 10: Vision Re-engineering
PART FOUR Qualify, Control, Close
Chapter 11: Gaining Access to People with Power
Chapter 12: Controlling the Buying Process
Chapter 13: Closing: Reaching Final Agreement
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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.