The New Solution Selling: The Revolutionary Process That Is Changing the Way People Sell - Couverture rigide

Eades, Keith

Couverture rigide

ISBN 10 : 0071435395 ISBN 13 : 9780071435390

Editeur : McGraw-Hill Professional, 2003

Synopsis

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.

A propos du livre

À propos de l'auteur

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 and practices of Solution Selling. The author of a number of influential books on sales and sales performance, he is also an internationally renowned speaker and presenter.

Détails de l'édition

• Éditeur: McGraw-Hill Professional
• Date d'édition: 2003
• Langue: anglais
• ISBN 10: 0071435395
• ISBN 13: 9780071435390
• Reliure: Relié
• Numéro d'édition: 2
• Nombre de pages: 324
• Coordonnées du fabricant: non disponible
• Personne responsable: non disponible