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The New Solution Selling: The Revolutionary Sales Process That is Changing the Way People Sell
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Sales rank 6,186
Customers rating (based on 19 reviews)
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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.
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| Publisher | McGraw-Hill | | Release date | 11/2003 | | Availability | Usually ships in 24 hours | | Edition | Hardcover |
| | List price | $29.95 | | Our price | $19.77 (you save 33.99%) | | Used price | from $16.29 |
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Great tools for Pro Sellers and New as well.
I'm only 1/2 way through, but have implemented some of the techniques. They seem to work well so far!
One of the best on complex selling.
I have read this book several times and it is clearly a must read book for anyone getting into selling. The key idea is to focus on the pain and how each person in buying will feel it. The strategies are little to structured and I have never seen anyone use the 9 box questions without bringing it on sales calls. The column A strategy is very useful and how to change it but the book suggests that there is only one way to sell which reduces the salesperson's credibility and natural flow.
If you are looking for a strategy book Strategic Selling is great and covers the many different players in a deal. SPIN is great for a single sales call strategy. The maverick selling method Selling includes strategy and highly complex selling by modeling the very top sellers. All these books are for the complex sale which requires buying involvement from several people in the target requiring a strategy to move the deal to closure.
 Selling Process
Thought the book and process was well though-out. Microsoft really does use elements of the process Eades laid out.
Solid direction for a solution-centric organization
Excellent book. I got one for each director in the company. If you decide to read this book i suggest you spend time on all material - not just the charts and templates (this is always tempting). The content, at least for us, when read carefully spoke well into our organizaiton as a service based company. I am the president of an IT services comany. We have many partnerships inclduing that we are a Microsoft Gold Certified Partner. I found this book to be one of the top five books resources available that speaks to the challenges of deriving soltuions from understood problems. Highly recomend.
Terrific book on Solution Selling
This is possibly the best book on the Solution Selling methodology out there, and is a great resource. The authors make it easy to understand, and use good examples throughout. If you work for a company where Solution Selling is used, this is a must-have. If you are in sales at all, and sell anything that is not a commodity, then you should get this book too. I especially like the diagrams and other helpful tables in the book. They really help define the message, and gave me a much greater understanding of Solution Selling. My margins of the book are filled with notes -- I recommend when you read this that you mark it up with your own specific sales situations, to help bridge the gap to your own particular product or service.
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