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The Powerful and Proven Solution Selling® Process, Updated for Today's High-Speed, Higher-Pressure Sales Challenges
The original Solution Selling rewrote the rules for the sales profession. Today, the revolutionary yet practical Solution Selling method remains the primary selling process for salespeople competing in every industry around the world, and in every size of business--from the smallest firms to the largest Fortune 500 corporations.
The New Solution Selling comprehensively updates this proven effective approach to help you succeed with today's no-nonsense markets and buyers. A practical guide designed to provide hands-on value to frontline salespeople as well as sales managers and executives, this step-by-step book shows you how to streamline the sales process by:
Solution Selling first won its well-earned reputation among technology companies. Now The New Solution Selling shows how the same principles and process may be applied to any business relationship in any industry. This results-based book will show you how to improve your sales performance by first understanding your customers' challenges--and then providing intelligent, accessible, and field-proven solutions to those challenges.
"We have put the principles of Solution Selling® at the core of our selling process--helping all of our 5,000-strong sales professionals, and thousands of Microsoft's business partners, consistently apply proven sales principles to make a real difference to our customers and meet expectations. The New Solution Selling describes how top-performing salespeople behave, and how this behavior fosters success--for both the customer and the salesperson."
--Kevin Johnson, Group VP Worldwide Sales, Marketing, and Services, Microsoft (From the Foreword)
The sales profession has changed tremendously in the past decade. Buyers who once made time to discuss their problems now expect sales professionals to have the business acumen that's necessary to understand and diagnose those problems before they arrive. More importantly, these buyers will only listen to--and buy from--salespeople who can provide them with solutions that are both convincing and workable.
The New Solution Selling shows how to apply the proven Solution Selling approach in the can't-stop-to-talk pace of today's business. The result is a logical and practical process for sales success, one that improves both individual productivity and organizational return on investment. This important book features:
The original edition of Solution Selling changed the face of selling by transforming the rules for one-to-one selling. The New Solution Selling focuses on streamlining the proven Solution Selling process by showing you how to quickly understand and address your buyers' problems, use your offerings to provide insightful and workable solutions to those problems, and dramatically decrease the time spent between initial qualification and a successful, profitable close.
Keith Eades is the founder, president, and CEO of Sales Performance International, one of today's foremost sales performance organizations. Eades and his associates have trained more than 500,000 sales and sales management professionals--from client companies including Microsoft, IBM, AT&T, Bank of America, and more--on the principles and practices of Solution Selling. The author of a number of influential books on sales and sales performance, he is also an internationally renowned speaker and presenter.
Excelent deal, book looks like seller described, its really out of damages and great shape. Great deal.Published 5 months ago by Oscar R. Molina
Da bomb in selling. It's a pity that Eades and Bosworth had a bust up and that Eades has erased Bosworth's major contribution. Read morePublished 10 months ago by Colin Warwick
I received order on time and it was in good shape.
I am happy with the order and Yes would recommend to others.
This book is very good. It explains the solution selling system thoroughly and in a very specific way. Read morePublished 15 months ago by Xynos
This book is used in corporate America and in higher education establishments. It is not new information, but the assembly of old techniques in to a updated format. Read morePublished 18 months ago by F. Carter
I have 10years experience in sales. I agree with many statements mentioned here. Many AMs waste their time and efforts on badly qualified opportunities and customers.Published 20 months ago by Mrha
Excellent information-explained well-needed by people in the field-great tips - a must-have3 for sales people, managers and coaches to increase skills and knowledgePublished on March 19, 2013 by Beth
New approach , deep analysis of current and future selling and buying behaviours, practical and ready to use handbook, good manual for sales managersPublished on February 1, 2013 by Jaroslaw Kowal