The new solution selling : the revolutionary sales process that is changing the way people sell / Keith M Eades.

Format:

Book

Author/Creator:

Eades, Keith M., author.

Language:

English

Subjects (All):

Selling.

Sales management.

Physical Description:

xvi, 299 p. : ill.

Edition:

2nd edition

Place of Publication:

New York : McGraw-Hill, 2004.

Language Note:

English

System Details:

text file

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.

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.

Notes:

Includes index.

Digitized and made available by: Books24x7.com.

Description based on print version record.

ISBN:

9786610230259

9781280230257

1280230258

9780071442336

0071442332

OCLC:

870903584