January 2012
Beginner
288 pages
5h 1m
English
book
What Great Salespeople Do: The Science of Selling Through Emotional Connection and the Power of Story
by Michael T. Bosworth, Ben Zoldan
Content preview from What Great Salespeople Do: The Science of Selling Through Emotional Connection and the Power of StoryBecome 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,
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.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.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.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.
CHAPTER 1The Old Paradigm
It is not the strongest of the species that survive, nor the most intelligent, but the one most responsive to change.
—Charles Darwin
Ben’s Story: John Scanlon
It was early 2008, and I was teaching a CustomerCentric Selling workshop to a longtime client. During the workshop, one of the students, Jason, asked if I’d like to sit in on a sales call he had scheduled for the afternoon immediately following the class.
By this point, I had worked with this company for a while, and I had trained virtually everyone in the organization— everyone except one key person, the CEO John Scanlon.
On Friday afternoon, having just finished the class, Jason and I headed to a conference room down the hall for the sales call. The prospect, ...
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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.