The Solution Selling Fieldbook: Practical Tools, Application Exercises, Templates and Scripts for Effective Sales Execution (Marketing/Sales/Advertising & Promotion)
| Author | : | |
| Rating | : | 4.35 (599 Votes) |
| Asin | : | 0071456074 |
| Format Type | : | paperback |
| Number of Pages | : | 288 Pages |
| Publish Date | : | 2013-04-05 |
| Language | : | English |
DESCRIPTION:
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 successA trial copy of Solution Selling softwareA 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
Keith M. Timothy T. Eades is the Chairman and Senior Managing Prtner of Sales Performance International and the author of The New Solution Selling.James N. Sullivan leads and manages business development for Sales Performance International.. Touchstone leads and manages the development of Solution Selling for Sales Performance International
This results-driven, step-by-step guide provides you with the methods, processes, job aids, tools, and techniques you need to:Stimulate interest, gain trust, and lead prospects to identify and admit pain Create and reengineer client buying visionsNegotiate access to key decision makers to have "C" level conversations Differentiate your offerings to provide unique, value-driven solutions Dramatically shorten the cycle time between initial call and close Improve forecasting based upon verifiable outcomes
There a many of these kind of books Juhani Luukkonen Solution Selling is a practical method to increase sales. This little handbook gives a set of tools and templates to apply the method. I couldn't help to think but this is maybe one of too many. No great eureka moments. The style and the language was a bit boring a. "20+ years in sales" according to Kduncan. I have been in sales for 20 years and if I can read the first few chapters of a book and take some tips out of it that I think might work for me then in my mind---this is a great book!. Brian Tognoni said Stale, outdated ideas. Did not fit modern customer needs. Old ideas that have become stale and out of date.