June 1996
Intermediate to advanced
208 pages
4h 33m
English
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Four Stages of a Sales Call
Overview
1. Opening—the preliminaries, including introductions and beginning the conversation.
2. Investigating—uncovering, clarifying, and developing the buyer’s needs.
3. Demonstrating Capability—establishing how your solution meets buyer needs.
4. Obtaining Commitment—securing agreement to an action that moves the sale forward toward purchase.
Research evidence shows that the Investigating stage is the most crucial to success in large or complex sales.
Almost all sales, from the simplest to the most sophisticated, ...
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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.