First of all, let me say that this book is aimed at showing you more than just selling services.
This book is focused on the tactical aspects of selling and sales management with a good primer on negotiating with buyers.
Overall i highly recommend this book as one the cornerstone readings to achieving solution sales success.
It lacks organization chart. You may want to reference "Information Architecture of Scoring 25 ODM Sales a Month: Saving you 2 Working says to Develop".Published 2 months ago by Amazon Customer
Just not very new and certainly more complicated than it needs to be.Published 3 months ago by Alan Ross
Excellent read. Makes you see things differently in the sales world.Published 7 months ago by Chuck Woods
After you've learned how to differentiate yourself from others in the field it's time to learn and apply simple but effective methods of putting money into your pocket. Read morePublished 7 months ago by Wildman Keith
Solution Selling is an excellent book for people getting started in sales. As a consulting engineer, I found this book very helpful for interacting with clients.Published 16 months ago by Joseph Dussault
If you are in the Presales world and want to understand how to do really good Discovery work, you need this in your kit bag
While this may not be sufficient, it is a necessary... Read more
I like detailed analysis of buyer's behaviour and his way of thinking, it is a good guide for sales people and managersPublished on February 1, 2013 by Jaroslaw Kowal