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

Name: Solution Selling Fieldbook Practical Tools, Application Exercises, Templates and Scripts for Effective Sales Execution
Price: 4.78 USD
Availability: InStock
ISBN: 9780071456074

ISBN-10: 0071456074

ISBN-13: 9780071456074

Edition: 2005

Authors: Keith M. Eades, James N. Touchstone, Timothy T. Sullivan

List price: $42.00

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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…

Book details

List price: $42.00
Copyright year: 2005
Publisher: McGraw-Hill Companies, The
Publication date: 7/14/2005
Binding: Paperback
Pages: 288
Size: 7.00" wide x 9.00" long x 1.00" tall
Weight: 1.430
Language: English



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