The New Solution Selling: The Revolutionary Sales Process That is Changing the Way People Sell

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McGraw Hill Professional, Dec 5, 2003 - Business & Economics - 300 pages

THE MARKET-PROVEN PRINCIPLES OF SOLUTION SELLING FOR TODAY'S HIGH-SPEED, HIGHER-PRESSURE SALES ENVIRONMENT

The long-awaited sequel to Solution Selling, one of history's most popular selling guides

Nearly 10 years ago, the influential bestseller Solution Selling literally rewrote the rules for selling big-ticket, long-cycle products. The New Solution Selling expands the classic text's cases, examples, and situations and sharpens its focus on streamlining the sales process to achieve greater success in fewer steps and a shorter time frame. Much in sales has changed in the past decade, and The New Solution Selling incorporates those changes into an integrated, tailored approach for improving both individual productivity and organizational return on investment. Written to enhance the results and careers of sales pros and managers in virtually any industry, this performance-focused book features:

  • A completely revamped, updated sales philosophy,management system, and architecture
  • Tools to increase the quality and velocity of sales pipeline opportunities
  • Techniques that "Best of the Best" use to prospect for success

Solution Selling created new rules for one-to-one selling of hard-to-sell items. The New Solution Selling focuses on streamlining the proven Solution Selling process and quickly differentiating both oneself and one's products from the competition while decreasing the time spent between initial qualifying and a successful, profitable close.

 

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User Review - Flag as inappropriate

Very interesting concepts, and best of all the book is full of practical exemples and templates. So this book is not "just another theory" it's a practical book that will help redefine sales.

Different than other sales books

User Review  - 1bluedvl - Overstock.com

I have found this book to be different than other sales books because it has simple and practical methodology. Read full review

Contents

Part Two Creating New Opportunities
43
Part Three Engaging in Active Opportunities
131
Part Four Qualify Control Close
171
Part Five Managing the Process
225
Value Justification Example 277
277
Solution Selling A Scalable Approach
287
Afterword
293
Index
295
Copyright

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Popular passages

Page 148 - It is the rule in war, if our forces are ten to the enemy's one, to surround him; if five to one, to attack him; if twice as numerous, to divide our army into two. If equally matched, we can offer battle; if slightly inferior in numbers, we can avoid the enemy; if quite unequal in every way, we can flee from him.
Page 57 - Age of Anxiety" is, in great part, the result of trying to do today's job with yesterday's tools — with yesterday's concepts.
Page 152 - In making tactical dispositions, the highest pitch you can attain is to conceal them; conceal your dispositions, and you will be safe from the prying of the subtlest spies, from the machinations of the wisest brains.
Page 149 - He will win who knows how to handle both superior and inferior forces. (3) He will win whose army is animated by the same spirit throughout all its ranks. (4) He will win who, prepared himself, waits to take the enemy unprepared.
Page 212 - I had better start to explain the logic behind my statement before he pulled the car over to the side of the road. I...
Page 105 - Stephen Covey, in his best-selling book The 7 Habits of Highly Effective People, states that, "Most people do not listen with the intent to understand; they listen with the intent to reply
Page 137 - I don't care how you do it or how much it costs. I need your help on this.

About the author (2003)

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.

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