Cover image for The new solution selling : the revolutionary sales process that is changing the way people sell
Title:
The new solution selling : the revolutionary sales process that is changing the way people sell
Author:
Eades, Keith M.
Personal Author:
Publication Information:
New York : McGraw-Hill, [2004]

©2004
Physical Description:
xvi, 299 pages : illustrations ; 24 cm
General Note:
Includes index.
Language:
English
Contents:
Solution selling concepts -- Solutions -- Principles -- Sales process -- Creating new opportunities -- Precall planning and research -- Stimulating interest -- Define pain or critical business issue -- Diagnose before you prescribe -- Creating visions biased to your solution -- Engaging in active opportunities -- Selling when you're not first -- Vision re-engineering -- Qualify, control, close -- Gaining access to people with power -- Controlling the buying process -- Closing: reaching final agreement -- Managing the process -- Getting started with the process -- Sales management system : managers managing pipelines and salespeople -- Creating and sustaining high performance sales cultures.
ISBN:
9780071435390
Format :
Book

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HF5438.25 .E18 2004 Adult Non-Fiction Non-Fiction Area
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Summary

Summary

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.


Author Notes

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.