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Product Description
Product Description
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.
Book Info
When I ask salespeople and sales executives whether their company provides solutions, they answer yes-virtually every time. Read the first page
Concordance
Front Cover | Copyright | Table of Contents | Excerpt | Index | Back Cover
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Most helpful customer reviews
5.0 out of 5 stars
Solutions that work.,
By Emanuel Carpenter... Author/Reviewer (Atlanta, GA) - See all my reviews
This review is from: The New Solution Selling: The Revolutionary Sales Process That is Changing the Way People Sell (Hardcover)
In my business humor book, "A Job Ain't Nothing But Work," I made a joke about everyone selling solutions these days. "My wife won't give me any. Got a solution for that?" But in the new book "The New Solution Selling," solutions are all business. It begins with a clear definition of what a solution selling is: "a system of methods that includes tools, job aids, techniques, and procedures that help salespeople and sales teams navigate the selling steps that close more sales faster." After this clear definition is given, author Keith M. Eades, founder and president of Sales Performance International and Solution Selling Inc, uses his expertise in sales for teaching the reader the necessary steps of selling, including pre-planning, cold calling, and the very important closing of the deal."The New Solution Selling" is not your run of the mill business book that typically renames and regurgitates business practices that have been in place for years. Instead, the book not only gives valuable information on the sales process but it also gives reliable examples. This includes sample pre-calling letters, thank you letters, and letters that ask for more business. Examples can be put into place immediately after reading the related chapter. It is perfect for the salesperson looking to penetrate the Fortune 500 market. The book addresses major issues in the sales world, including what to do when your top salespeople are promoted to management, how to respond when you're not the first in line, and how to identify and respond to the pains your customers are facing. Having graduated from business school and worked in sales for a number of years, I can tell you that this book is the real deal. It has found a permanent place on my business book shelf right next to "Who Moved My Cheese?" and "The 7 Habits of Highly Effective People." This is the kind of book that should be on college campuses all across America. It is a very informative and easy to follow book that every salesperson should own.
1.0 out of 5 stars
Juani V,
By Juanita (Miami Beach) - See all my reviews
This review is from: The New Solution Selling: The Revolutionary Sales Process That is Changing the Way People Sell (Hardcover)
Solution Selling helped me clarify what I was doing right and wrong a little over 10 years ago. Over the years my company sent me to workshops to coach the methodology and reinforce it into my psyche. It was a great experience and I would have to credit this sales methodology with making me a lot of money in selling and managing technology distributors/business partnersI am disappointed that Keith Eades did not have the insight or maybe it is the ability to write something new that would have been beneficial to Solution Selling practitioners.
5.0 out of 5 stars
Easy read!,
By Michael Nick "Author, ROI Selling and Why Joh... (Milwaukee, Wisconsin) - See all my reviews
This review is from: The New Solution Selling: The Revolutionary Sales Process That is Changing the Way People Sell (Hardcover)
Finally a version of solution selling that is not condesending. Keith takes a different approach to Solution Selling that is very conversational, talking to the reader, not "at" the reader. I found that this is a book where you can take a yellow marker and capture important pointers that can be used in the sales process. Different than the original Solution Selling (and Customer Centric Selling for that matter)where they were much more like a text book. I like how he took the orignal Solution Selling thoughts (excellent ones might I add) and updated it to include many of the needed tools for modern day selling. If you are a Solution Selling customer now, READ IT and live it! If you are not a current Solution Selling customer you may want to read it for the excellent ideas, suggestions and data Keith presents to enhance your sales abilities and sales process.
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