Dimensions: 224 pages, 9.5 × 7.6 × 0.8 in
Published: September 22, 1994
Publisher: McGraw-Hill Education
The following ISBNs are associated with this title:
ISBN - 10: 0786303158
ISBN - 13: 9780786303151
From the Publisher
``Solution Selling is the most comprehensive sales and sales management process available today. Mike Bosworth has the best understanding of sales process in corporate America.''''Jeffrey M. Fisher, Vice President, Symix Computer Systems.
From the Jacket
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.
From Our Editors
KIn 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
``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.''''