Solution Selling: Creating Buyers in Difficult Selling Markets

ANNOTATION

In this age of rapidly-advancing technology, sales professionals need a reliable method for selling products and services that are perceived as sophisticated or complex. This book offers techniques for overcoming the customer's resistance, showing how to generate prospects and new business with a unique value-perception approach, create a set of tools that enable sales managers to manage pipeline, assign prospecting activity, control the cost of sales, and more.

FROM THE PUBLISHER

When products or services are hard to describe, intangible, have long sell cycles, or are expensive, chances are they're difficult to sell. In situations like this, conventional sales techniques not only don't help, they may in fact hinder success.

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.

SYNOPSIS

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:

Differentiate yourself from your competition and dispel negative sales stereotypes by changing the way you sell. Generate qualified prospects and new business by learning how to gain access to power, influence committee decisions, and negotiate the sell cycle. Synchronize your selling tactics with your prospect's buying cycle and lead more prospects to make a buying decision. Motivate prospects to take action by helping them see themselves solving their own problems by using your product or service. Seize control of the situation and make the sale yourself even when the competition is there first. Close with confidence without using high pressure.

WHAT PEOPLE ARE SAYING

Solution Selling is the most comprehensive sales and sales management process available today. Mike Bosworth has the best understanding of the sales process in corporate America. — Jeffrey M. Fisher

Solution Selling provides a readily understandable approach to mastering the complex 'consultive sale' in a way that benefits both seller and buyer. The art of selling is reduced to a set of practical skills which shorten the cycle and increase the win percentage. — Robert A. Nero

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. — Dan Gorski