The New Solution Selling: The Revolutionary Sales Process That is Changing the Way People Sell
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:
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.
What people are saying - Write a review
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 booksUser 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
Part Two Creating New Opportunities
Part Three Engaging in Active Opportunities
Part Four Qualify Control Close
Part Five Managing the Process
Value Justification Example 277
Solution Selling A Scalable Approach