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

Hardcover | December 5, 2003

byKeith M. Eades

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THE MARKET-PROVEN PRINCIPLES OF SOLUTION SELLING FOR TODAY'S HIGH-SPEED, HIGHER-PRESSURE SALES ENVIRONMENT

The long-awaited sequel to Solution Selling, one of history's most popular selling guides

Nearly 10 years ago, the influential bestseller Solution Selling literally rewrote the rules for selling big-ticket, long-cycle products. The New Solution Selling expands the classic text's cases, examples, and situations and sharpens its focus on streamlining the sales process to achieve greater success in fewer steps and a shorter time frame. Much in sales has changed in the past decade, and The New Solution Selling incorporates those changes into an integrated, tailored approach for improving both individual productivity and organizational return on investment. Written to enhance the results and careers of sales pros and managers in virtually any industry, this performance-focused book features:

  • A completely revamped, updated sales philosophy,management system, and architecture
  • Tools to increase the quality and velocity of sales pipeline opportunities
  • Techniques that "Best of the Best" use to prospect for success

    Solution Selling created new rules for one-to-one selling of hard-to-sell items. The New Solution Selling focuses on streamlining the proven Solution Selling process and quickly differentiating both oneself and one's products from the competition while decreasing the time spent between initial qualifying and a successful, profitable close.

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From the Publisher

THE MARKET-PROVEN PRINCIPLES OF SOLUTION SELLING FOR TODAY'S HIGH-SPEED, HIGHER-PRESSURE SALES ENVIRONMENTThe long-awaited sequel to Solution Selling, one of history's most popular selling guidesNearly 10 years ago, the influential bestseller Solution Selling literally rewrote the rules for selling big-ticket, long-cycle products. The ...

From the Jacket

The Powerful and Proven Solution Selling® Process, Updated for Today's High-Speed, Higher-Pressure Sales Challenges The original Solution Selling rewrote the rules for the sales profession. Today, the revolutionary yet practical Solution Selling method remains the primary selling process for salespeople competing in every industry a...

Keith Eades is the founder, president, and CEO of Sales Performance International, one of today's foremost sales performance organizations. Eades and his associates have trained more than 500,000 sales and sales management professionals--from client companies including Microsoft, IBM, AT&T, Bank of America, and more--on the principles ...

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Format:HardcoverDimensions:300 pages, 9.5 × 7.6 × 1.2 inPublished:December 5, 2003Publisher:McGraw-Hill EducationLanguage:English

The following ISBNs are associated with this title:

ISBN - 10:0071435395

ISBN - 13:9780071435390

Customer Reviews of The New Solution Selling: The Revolutionary Sales Process That is Changing the Way People Sell

Reviews

Rated 5 out of 5 by from The best book on sales I have read until now Selling complex software, I have found most books on selling a bit too generic. The system described in this book is framework for selling complex solutions. What you will learn from this book does not contradict other texts on the subject of selling. You can use your previous knowledge of sales to reinforce the solution selling framework.
Date published: 2013-01-09