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Solution Selling: Creating Buyers in Difficult Selling Markets [Hardcover]

Michael Bosworth
4.7 out of 5 stars  See all reviews (26 customer reviews)
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Book Description

Sept. 22 1994
``Solution Selling is the most comprehensive sales and sales management process available today. Mike Bosworth has the best understanding of sales process in corporate America.''Jeffrey M. Fisher, Vice President, Symix Computer Systems.

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Solution Selling: Creating Buyers in Difficult Selling Markets + CustomerCentric Selling, Second Edition
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Product Description


``Solution Selling is the most comprehensive sales and sales management process available today. Mike Bosworth has the best understanding of sales process in corporate America.'' (Fisher, Jeffrey M. Vice President, Symix Computer Systems)

``Solution Selling is an excellent vehicle to teach new salespeople critical sales skills and allow experienced salespeople to fine tune their skills. Solution Selling is the best methodology I've seen for placing emphasis on business issues rather than product.'' (Gorshi, Dan Sales Manager, AT&T Global Business Communications Systems)

About the Author

McGraw-Hill authors represent the leading experts in their fields and are dedicated to improving the lives, careers, and interests of readers worldwide

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First Sentence
Solution Selling is not just a methodology for bag-carrying, on-quota salespeople. Read the first page
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Front Cover | Copyright | Table of Contents | Excerpt | Index | Back Cover
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Customer Reviews

4.7 out of 5 stars
4.7 out of 5 stars
Most helpful customer reviews
2 of 2 people found the following review helpful
It is often said that "people buy people" and Michale Bosworth's book "Solution Selling" explains why. Can you remember buying a big ticket item and not having to be "closed" on the deal? Well I can, and Solution Selling explains exactly how that happened. Michael Bosworth crystalizes the process that all great sales people use every day to become one of the 20% that make 80% of the sales. Once you have read this book, you will recognize "Solution Selling" techniques being used by the sales masters to effectively create relationships that close the sale. These techniques can be used to create win-win relationships in the workplace, or to make increased sales. I have benefitted greatly from reading this book and I say "Don't let this one get away without reading it!" Thanks Michael Bosworth for demystifying the sales process and letting us know why sales people are, and should be, the most highly paid people in the world.
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2 of 2 people found the following review helpful
5.0 out of 5 stars Very Useful ! Feb. 12 2003
By Faldi
I bought it because of the very high ratings.
Initially, the book looked useful and "fair" but I thought it all revolved around 2 or 3 great and important ideas about the buyers psychology. Now I finished it and found it GREAT !
As an alternative about the same issues, IMHO I'd suggest Brian Tracy's "Advanced selling strategies".
It has much more ideas on more issues but they're not so well developed.
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1 of 1 people found the following review helpful
5.0 out of 5 stars Better Sales Practices April 17 2001
Bosworth sells us all on solution selling. He teaches us how to sell everything from shoes to software. IBM recommends this book as the definitive guide to their sales strategy. Bosworth provides numerous examples, case studies, and most importantly he explains and analyzes each of them. But perhaps the best example of solution selling is the book itself -- it solution-sells the concept of solution selling, from catching our attention, demonstrating that a problem exists, asking us questions, and finally prescribing a solution: solution selling. A must read for anyone in sales or business in general
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1.0 out of 5 stars bit disappointed Jan. 13 2004
I gave this book one star only to indicate that it was not for me, it may well be for people in other fields of selling. I actually work in the timeshare-business and since timeshare is also a "big ticket"-item I thought this could be the right book for me. First of all, let me state that I have read many books on sales and this is by far the most boring one that I have read so far. "Scripts", descriptions of specific sales-calls and so on, I personally don't like that AT ALL. If you find yourself in pretty much the same situation on every call you may find this book could be too versatile for you, it just covers too many different scenarios in order for me to find how it could benefit me. If you wanna find out about how to do a proper intent-statement on the phone etc. or sell stuff to companies, then maybe you should go for it, but a tough, not very inspiring read. And every book on sales should be inspiring. Selling is a creative process, this book is only technical. I really wanted to like it. I just couldn't.
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5.0 out of 5 stars The book to read and the book to keep! Nov. 26 2003
Once you have read it, you would want to share it with others. This is how good Michael Bosworth's book "Solution Selling" is. From clarifying the difference between Features, Advantages and Benefits (which a lot of sales people still mixed up), to complex solution selling process, the book has given losts of good illustration with practical examples. Especially in "3 levels of buyers needs", "10 faces of buyer pain", "Price Negotiation" etc.
The book uses the buyers' prespective to help readers to understand what the buyers think at each stage in their decision process which is a good way to demonstrate his theory behind.
Solution selling is a long and complex process, with the approach and process Bosworth described, it helps a lot in defining the actions and precautions we need to take in day to day solution selling process.
If I can only pick one of the chapters in the book, I must recommend you to read, at least, how Bosworth uses the "9-block vision processing model" to see solution selling in the buyer's viewpoint, steps by steps showing what a solution sales/consultant should react in response to different level of the buyer's pain.
If I have knew/bought this book earlier, I might not need to spend my last few years going through the hard way. It is definitely a book to read and the book to keep ...
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What will you get out of this book? You will learn to make the process of selling a very formidable strategic and competitive advantage on top of all the other advantages you may already have (technical competence, etc.). This possibility alone immediately convinced me to get this book without a moment's hesitation.
First of all, let me say that this book is aimed at showing you more than just selling services. It is aimed at teaching you how to sell anything (services or products) that is difficult to sell - intangible, hard to describe, or expensive.
I am most familiar with selling services so I will restrict this review to this one aspect of the book. If you are in consulting, you have already experienced the deleterious effects of a bad sale several times in your career.
But if you are the salesperson responsible for selling these services, you really don't see any way out of the most common situations that lead to the bad sales! I have been both a sales person trying to sell and the project manager trying to implement these badly sold projects. Before reading this book, I strongly felt that there was no solution (no pun intended). One of my really good friends recommended this book after hearing my complaints. I started reading it a bit at a time and it has taken me several months to put this theory into practice. And I am still learning (nowhere close to sales excellence). But there is finally some light at the end of the tunnel for anyone stuck in a similar situation because of what's in this book.
The book is divided into three parts - 10 Faces of Pain, Strategies to facilitate, influence, and control the buying process, and Solution selling in action.
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Most recent customer reviews
4.0 out of 5 stars Good book
I liked SPIN SELLING better as they both covered the same ground with similar approach, but SPIN SELLING seemed better researched and had 4 steps where this had 9. Read more
Published on March 15 2004
5.0 out of 5 stars It's Brilliant
Can't say enough about this book and this sales process. IT WORKS and has made me LOTS of money. A highly recommended read, and great companion (not replacement) to the sales... Read more
Published on Nov. 5 2002 by "mikebl"
4.0 out of 5 stars Good Tactical Base from which to build your sales skills....
Remember, it's 20 years old & large-ticket sales have gotten considerably more complex in 20 years ( I guess that's why he has written a NEW book, due out in June). Read more
Published on March 4 2002
5.0 out of 5 stars Excellent Read - Great Sales Process for Complex Sales
In my estimation, this book picks up where the New Strategic Selling, the New Conceptual Selling, and Successful Large Account Management leave off. Read more
Published on Feb. 26 2002 by Rick Pultorak
5.0 out of 5 stars Take luck out of your sales and sales management experience
God only makes so many natural sales people. As a Director of Sales and then a VP Sales & Marketing, I had to have a way to enable a wide variety of people to have consistent... Read more
Published on Jan. 5 2002 by Eric Albertson
5.0 out of 5 stars Practical Sales Methodology
Solution Selling provides the tactical framework to help move each step of the sales cycle forward. Other reknowned sales programs such as Strategic Selling deliver macro views of... Read more
Published on Nov. 25 2001 by Mike Chadwick
5.0 out of 5 stars Excelent Framework!
Bosworth describes an excelent framework to sell in almost any situation/environment. This book is a must have to anyone involved with sales at any level. Read more
Published on Oct. 2 2001 by Pedro Hagel
5.0 out of 5 stars The Consultive Sales Bible, but only if you use it!
I own an agency for OD/HR consulting and have read HUNDREDS of books, manuals etc on selling. I am especially interested in books about selling high dollar intangibles (HR... Read more
Published on Oct. 2 2001 by James Carter
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