The Solution Selling Fieldbook
- 2h 35m
- James N. Touchstone, Keith M. Eades, Timothy T. Sullivan
- McGraw-Hill
- 2005
More than 500,000 sales professionals worldwide have discovered the persuasive power of the revolutionary sales process—Solution Selling. The Solution Selling Fieldbook now shows how to make Solution Selling work for you. 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
- Negotiate access to key decision makers to have “C” level conversations
- Differentiate your offers to provide unique, value-driven solutions
- Dramatically shorten the cycle time between initial call and close
The Solution Selling Fieldbook will give you the tools to plan and execute the Solution Selling process with every prospect, and improve both your and your organization’s ability to win the business, by selling the solution.
About the Authors
Keith M. Eades is the Chairman and Senior Managing Partner of Sales Performance International and the author of The New Solution Selling.
James N. Touchstone leads and manages the development of Solution Selling for Sales Performance International.
Timothy T. Sullivan leads and manages business development for Sales Performance International.
In this Book
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The Solution Selling Fieldbook
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Introduction
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How to Use This Fieldbook
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Solution Selling Overview
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How to Conduct Effective Pre-Call Planning and Research
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How to Stimulate Interest with Prospects
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How to Help Prospects Admit Pain
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How to Diagnose Pain and Create a Vision of a Solution
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How to Sell When You Are Not First
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How to Reengineer a Vision of a Solution
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How to Gain Access to Power
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How to Control the Buying Process
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How to Sell Value
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How to Reach Final Agreement
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How to Measure and Leverage Success
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How to Manage Your Opportunities
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Afterword
