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Solution Selling: Creating Buyers in Difficult Selling Markets Hardcover – Sep 22 1994


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Product Details

  • Hardcover: 224 pages
  • Publisher: McGraw-Hill; 1 edition (Sept. 22 1994)
  • Language: English
  • ISBN-10: 0786303158
  • ISBN-13: 978-0786303151
  • Product Dimensions: 19.3 x 2 x 24.1 cm
  • Shipping Weight: 680 g
  • Average Customer Review: 4.7 out of 5 stars  See all reviews (26 customer reviews)
  • Amazon Bestsellers Rank: #59,964 in Books (See Top 100 in Books)
  • See Complete Table of Contents

Product Description

Review

``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

Inside This Book (Learn More)
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
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2 of 2 people found the following review helpful By Frank V. on July 17 2002
Format: Hardcover
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 By Faldi on Feb. 12 2003
Format: Hardcover
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 By J. Straub on April 17 2001
Format: Hardcover
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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By M. Tetzner on Jan. 13 2004
Format: Hardcover
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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Format: Hardcover
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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Format: Hardcover
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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