Solution Selling Fieldbook Practical Tools, Application Exercises, Templates, and Scripts for Effective Sales Execution

ISBN-10: 0071456074
ISBN-13: 9780071456074
Edition: 2005
List price: $42.00 Buy it from $3.00
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Description: The breakthrough process used by more than 500,000 sales professionals worldwide! "The Solution Selling Fieldbook helps you integrate the plan's nuts-and-bolts techniques into your own day-to-day practices, and immediately gain access to key  More...

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Book details

List price: $42.00
Copyright year: 2005
Publisher: McGraw-Hill Companies, The
Publication date: 7/14/2005
Binding: Mixed Media
Pages: 288
Size: 7.00" wide x 9.00" long x 1.00" tall
Weight: 1.694
Language: English

The breakthrough process used by more than 500,000 sales professionals worldwide! "The Solution Selling Fieldbook helps you integrate the plan's nuts-and-bolts techniques into your own day-to-day practices, and immediately gain access to key decision makers, diagnose buyers' business issues, and increase top-line sales. Building on the processes, principles, and management systems outlined in "The New Solution Selling, this practitioner's workbook features: A complete step-by-step blueprint for sales successA trial copy of Solution Selling softwareA valuable Solution Selling CD-ROM that includes tools, templates, and sales letters Includes Exclusive Solution Selling Software on CD-ROM More than 120 work sheets on negotiating, opportunity assessments, implementation plans, and more Letters/e-mail templates Coaching on Solution Selling techniques Import/export capabilities Links to more Solution Selling content

Introduction
Acknowledgments
Getting Started
How to Use This Fieldbook
Solution Selling Overview
Creating New Opportunities
How to Conduct Effective Pre-Call Planning and Research
How to Stimulate Interest with Prospects
How to Help Prospects Admit Pain
How to Diagnose Pain and Create a Vision of a Solution
Engaging in Active Opportunities
How to Sell When You Are Not First
How to Reengineer a Vision of a Solution
Qualifying, Controlling, and Closing Opportunities
How to Gain Access to Power
How to Control the Buying Process
How to Sell Value
How to Reach Final Agreement
How to Measure and Leverage Success
Managing Your Opportunities
How to Manage Your Opportunities
Afterword
Solution Selling Reference Section
How to Use the CD-ROM
Solution Selling Job Aid Templates
Index

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