Authors: Michael T. Bosworth, Rick Page, Sallie Sherman
ISBN-13: 9780786303151, ISBN-10: 0786303158
Format: Hardcover
Publisher: McGraw-Hill Companies, The
Date Published: September 1994
Edition: (Non-applicable)
McGraw-Hill authors represent the leading experts in their fields and are dedicated to improving the lives, careers, and interests of readers worldwide
Solution Selling is a process to take the guesswork out of difficult-to-sell, intangible products and services. It enables sellers to make the way they sell as big an advantage as their product or service. After reading this book, salespeople and sales managers will be able to use a well-tested model that guides them through the process of selling. No more smoke and mirrors, blind luck, or high-pressure selling. Just a step-by-step system that ensures a higher rate of success for salespeople and a higher probability that the buyer's expectations will be met. Solution Selling shows how to:
Acknowledgments | ||
Contents | ||
List of Figures | ||
Introduction | ||
Pt. I | 10 Faces of Pain | 1 |
Prologue: 10 Faces of Buyer Pain | 3 | |
Pt. II | Strategies to Facilitate, Influence, and Control the Buying Process | 31 |
1 | Recognize the Three Levels of Buyer Need | 33 |
2 | Features, Advantages, and Benefits | 44 |
3 | Participate in the Buyer's Vision | 51 |
4 | Solution Selling Tools - Job Aides | 72 |
5 | Align With the Buyer's Shifting Concerns | 86 |
6 | Lead the Buyer and Stay Strategically Aligned | 105 |
7 | Advance the Buyer's Vision With Value Justification | 127 |
8 | Control the Process, Not the Buyer | 134 |
9 | Draw the Line in Price Negotiations | 145 |
10 | Implement the Solution Selling Process | 163 |
Pt. III | Solution Selling in Action | 185 |
Solution Selling Reference Stories | 187 | |
Appendix A: Getting Started with Solution Selling | 221 | |
Appendix B: Sample Value Justification Presentation | 225 | |
Resources | 233 |