Solution Selling: Creating Buyers in Difficult Selling Markets Hardcover – Sep 22 1994
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"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
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Top Customer Reviews
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.
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 ...
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.Read more ›
Most recent customer reviews
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 morePublished on March 15 2004
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 morePublished on Nov. 5 2002
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 morePublished on March 4 2002
In my estimation, this book picks up where the New Strategic Selling, the New Conceptual Selling, and Successful Large Account Management leave off. Read morePublished on Feb. 26 2002 by Rick Pultorak
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 morePublished on Jan. 5 2002 by Eric Albertson
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 morePublished on Nov. 25 2001 by Amazon Customer
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 morePublished on Oct. 2 2001 by Pedro Hagel
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