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

The New Solution Selling

The Revolutionary Sales Process That is Changing the Way People Sell

Hardcover

Published: 14th November 2003
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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.

Foreword
Preface
Acknowledgments
Solution Selling Conceptsp. 1
Solutionsp. 3
Principlesp. 15
Sales Processp. 29
Creating New Opportunitiesp. 43
Precall Planning and Researchp. 45
Stimulating Interestp. 67
Defining Pain or Critical Business Issuep. 85
Diagnose Before You Prescribep. 101
Creating Visions Biased to Your Solutionp. 119
Engaging in Active Opportunitiesp. 131
Selling When You're Not Firstp. 133
Vision Re-engineeringp. 151
Qualify, Control, Closep. 171
Gaining Access to People with Powerp. 173
Controlling the Buying Processp. 187
Closing: Reaching Final Agreementp. 207
Managing the Processp. 225
Getting Started with the Processp. 227
Sales Management System: Managers Managing Pipelines and Salespeoplep. 243
Creating and Sustaining High-Performance Sales Culturesp. 265
Value Justification Examplep. 277
Solution Selling: A Scalable Approachp. 287
Afterwordp. 293
Indexp. 295
Table of Contents provided by Blackwell. All Rights Reserved.

ISBN: 9780071435390
ISBN-10: 0071435395
Audience: Professional
Format: Hardcover
Language: English
Number Of Pages: 300
Published: 14th November 2003
Dimensions (cm): 23.8 x 19.2  x 3.2
Weight (kg): 0.74