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

ISBN-10: 0071435395
ISBN-13: 9780071435390
Edition: 2nd 2004 (Revised)
Authors: Keith M. Eades
List price: $32.00 Buy it from $3.00
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Description: 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.

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Book details

List price: $32.00
Edition: 2nd
Copyright year: 2004
Publisher: McGraw-Hill Education
Publication date: 12/5/2003
Binding: Hardcover
Pages: 320
Size: 7.50" wide x 9.25" long x 1.25" tall
Weight: 1.782
Language: English

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.

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

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