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

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

ISBN 10: 0071456074 / ISBN 13: 9780071456074

Edité par McGraw-Hill Professional, 2005

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Détails bibliographiques

• Titre: The Solution Selling Fieldbook: Practical Tools, Application Exercises, Templates and Scripts for Effective Sales Execution
• Éditeur: McGraw-Hill Professional
• Date de parution: 2005
• Langue: anglais
• ISBN à 10 chiffres: 0071456074
• ISBN à 13 chiffres: 9780071456074
• Reliure: Paperback
• État de l'article: Used; Good

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Synopsis

Solution Selling has been one of the most popular selling methodologies in the country for more than a decade. It is the chosen method used by more than 500,000 sales professionals worldwide. Evidence abounds of the continued popularity of Solution Selling®: the original book, published in 1994, has sold more than 130,000 copies and still selling well, and the sequel, The New Solution Selling®, has sold more than 15,000 copies in its first weeks of publication, outpacing the original.

The editorial plan is to build an entire series of books with Eades’ company, Sales Performance International (SPI) built around the trademarked, Solution Selling®. brand. Increasingly, a salesperson’s success depends less on what they sell, and more on how they sell it. It seems as if everything has changed: buyers who once made time to discuss their problems now expect sales professionals to have the business savvy to diagnose their problems before they arrive.

As important, buyers will only buy from salespeople who can provide both convincing and workable solutions. The FieldBook provides hands on training that goes beyond The New Solution Selling® in several important ways:

•The FieldBook builds on the updated Solution Selling® sales processes, principles and management systems of The New Solution Selling. This is the first time a CD Rom with the key Solution Selling tools have been made available.

•Includes the 13 Principles of Solution Selling® , with examples, quizzes and self-assessment exercises for each. This takes the original concepts in The New Solution Selling to the next level.

•Includes more than 120 worksheets, letters, job aids and illustrations to better navigate salespeople through the nine boxes of solution selling®: It shows salespeople how to customize the message and the value proposition for each buyer.

•The Job Aid Build Guide is a hands-on tool that SPI uses before workshops to customize job aid examples and could be used to add real meat to the book.

•Templates: Each of the job aid is annotated with sidebars and notes that help salespeople better understand how to use them.

•“How to Use the Solution Selling®. Software:” This final section walks readers through the CD Rom. The overall look of the book will be very visual, chock full of tools, tests, job-aids, pain boxes, etc.

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