New Solution Selling The Revolutionary Sales Process That Is Changing the Way People Sell

Name: New Solution Selling The Revolutionary Sales Process That Is Changing the Way People Sell
Availability: InStock
ISBN: 9780071435390

ISBN-10: 0071435395

ISBN-13: 9780071435390

Edition: 2nd 2004 (Revised)

Authors: Keith M. Eades

List price: $35.00

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This work covers solution selling principles, creating new opportunities, what to do when you're not first, how to qualify, control, and close, and managing for a high performance sales culture. It also includes sales architecture and framework.

Book details

List price: $35.00
Edition: 2nd
Copyright year: 2004
Publisher: McGraw-Hill Education
Publication date: 12/5/2003
Binding: Hardcover
Pages: 324
Size: 7.60" wide x 9.50" long x 1.20" tall
Weight: 1.782
Language: English



Foreword


Preface


Acknowledgments



Solution Selling Concepts



Solutions



Principles



Sales Process



Creating New Opportunities



Precall Planning and Research



Stimulating Interest



Defining Pain or Critical Business Issue



Diagnose Before You Prescribe



Creating Visions Biased to Your Solution



Engaging in Active Opportunities



Selling When You're Not First



Vision Re-engineering



Qualify, Control, Close



Gaining Access to People with Power



Controlling the Buying Process



Closing: Reaching Final Agreement



Managing the Process



Getting Started with the Process



Sales Management System: Managers Managing Pipelines and Salespeople



Creating and Sustaining High-Performance Sales Cultures



Value Justification Example



Solution Selling: A Scalable Approach


Afterword


Index