The Solution Selling Fieldbook: Practical Tools, Application Exercises, Templates and Scripts for Effective Sales Execution

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McGraw Hill Professional, Jul 14, 2005 - Business & Economics - 288 pages

The breakthrough process used by more than 500,000 sales professionals worldwide!

The Solution Selling Fieldbook helps you integrate the plan's nuts-and-bolts techniques into your own day-to-day practices, and immediately gain access to key decision makers, diagnose buyers' business issues, and increase top-line sales.

Building on the processes, principles, and management systems outlined in The New Solution Selling, this practitioner's workbook features:

  • A complete step-by-step blueprint for sales success
  • A trial copy of Solution Selling software
  • A valuable Solution Selling CD-ROM that includes tools, templates, and sales letters

Includes Exclusive Solution Selling Software on CD-ROM

  • More than 120 work sheets on negotiating, opportunity assessments, implementation plans, and more
  • Letters/e-mail templates
  • Coaching on Solution Selling techniques
  • Import/export capabilities
  • Links to more Solution Selling content
 

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Contents

Creating New Opportunities
15
Engaging in Active Opportunities
121
Qualifying Controlling and Closing Opportunities
155
Managing Your Opportunities
227
Solution Selling Reference Section
243
Index
323
Copyright

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About the author (2005)

Keith M. Eades is the Chairman and Senior Managing Prtner of Sales Performance International and the author of The New Solution Selling.

James N. Touchstone leads and manages the development of Solution Selling for Sales Performance International.

Timothy T. Sullivan leads and manages business development for Sales Performance International.

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