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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.
- Sales Rank: #44804 in Books
- Brand: McGraw-Hill
- Published on: 2003-12-05
- Original language: English
- Number of items: 1
- Dimensions: 9.50" h x 1.20" w x 7.60" l, 1.80 pounds
- Binding: Hardcover
- 300 pages
Features
From the Back Cover
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 around the world, and in every size of business--from the smallest firms to the largest Fortune 500 corporations.
The New Solution Selling comprehensively updates this proven effective approach to help you succeed with today's no-nonsense markets and buyers. A practical guide designed to provide hands-on value to frontline salespeople as well as sales managers and executives, this step-by-step book shows you how to streamline the sales process by:
- Understanding your buyers, their situations and, most importantly, their needs
- Supplying mutually defined solutions to your customers' recognized problems
- Gaining access to key decision makers
- Controlling the buying process
- Defining milestones that can be measured and forecasted
Solution Selling first won its well-earned reputation among technology companies. Now The New Solution Selling shows how the same principles and process may be applied to any business relationship in any industry. This results-based book will show you how to improve your sales performance by first understanding your customers' challenges--and then providing intelligent, accessible, and field-proven solutions to those challenges.
"We have put the principles of Solution Selling� at the core of our selling process--helping all of our 5,000-strong sales professionals, and thousands of Microsoft's business partners, consistently apply proven sales principles to make a real difference to our customers and meet expectations. The New Solution Selling describes how top-performing salespeople behave, and how this behavior fosters success--for both the customer and the salesperson."
--Kevin Johnson, Group VP Worldwide Sales, Marketing, and Services, Microsoft (From the Foreword)
The sales profession has changed tremendously in the past decade. Buyers who once made time to discuss their problems now expect sales professionals to have the business acumen that's necessary to understand and diagnose those problems before they arrive. More importantly, these buyers will only listen to--and buy from--salespeople who can provide them with solutions that are both convincing and workable.
The New Solution Selling shows how to apply the proven Solution Selling approach in the can't-stop-to-talk pace of today's business. The result is a logical and practical process for sales success, one that improves both individual productivity and organizational return on investment. This important book features:
- Completely updated Solution Selling sales process, principles, and management systems for today's tough sales environment
- New tools designed to increase the quality and velocity of sales pipeline opportunities
- Improved methods for overcoming the all-too-common situation when your product is not your buyer's first choice--or even their second
- New techniques for dramatically improving your prospecting accuracy and success
- Effective strategies for shifting an organization's focus from product selling to Solution Selling--at every level, throughout every operation
The original edition of Solution Selling changed the face of selling by transforming the rules for one-to-one selling. The New Solution Selling focuses on streamlining the proven Solution Selling process by showing you how to quickly understand and address your buyers' problems, use your offerings to provide insightful and workable solutions to those problems, and dramatically decrease the time spent between initial qualification and a successful, profitable close.
About the Author
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.
Most helpful customer reviews
1 of 2 people found the following review helpful.
Solid direction for a solution-centric organization
By Bryan Harvey
Excellent book. I got one for each director in the company. If you decide to read this book i suggest you spend time on all material - not just the charts and templates (this is always tempting). The content, at least for us, when read carefully spoke well into our organizaiton as a service based company. I am the president of an IT services comany. We have many partnerships inclduing that we are a Microsoft Gold Certified Partner. I found this book to be one of the top five books resources available that speaks to the challenges of deriving soltuions from understood problems. Highly recomend.
11 of 12 people found the following review helpful.
New Solution Selling Draws a Sales Map
By Julie B
The New Solution Selling by Keith Eades is definitely worth reading. This book is destined to become a classic and will be sitting on my bookshelf next to Neil Rackham's SPIN Selling. If you are a seasoned sales professional, this book will help you examine your existing sales process and look at areas that could be refined in order to increase your sales productivity. If you are new to sales, this book provides an excellent process that will help you "ramp-up" quickly. If you read Eade's original Solution Selling book, you will find that this book is updated and supplies some new concepts.
The New Solution Selling states that the formula for success is: Pain x Power x Vision x Value x Control = Sale. While the formula is deceptively simple, the implementation can be rather complex. This book helps salespeople focus on the customer's "pain" and stresses the importance of providing a solution that not only stops the pain, but also adds value. Eades makes this process manageable by providing readers with a logical, well thought out plan, supplemented with many "real-life" and fictitious examples. This is accomplished through by a method that consists of (1) a philosophy (the customer is the focal point), (2) a map (getting from where you are to where you want to be) , (3) a methodology (with tools, job aids, techniques and procedures), and (4) a sales management system (process to increase productivity).
Eades maintains that salespeople often "say" they provide solutions, but in reality, they simply provide a product. The New Solution Selling focuses on understanding the underlying causes of customer problems, instead of the symptoms. Consequently, a correct "diagnosis" must be made before the salesperson "prescribes" a solution. Solution Selling provides several models to help salespeople isolate the "pain" by examining the interdependence of the key players within the buying organization.
Once salespeople understand the pain, they must explore the impact of that pain and create a buying vision. One problem in developing needs and creating a vision is that salespeople often do not know what questions to ask. Eades provides a "Pain Sheet" to help salespeople develop situational knowledge of customers and their business. This is accomplished through investigating three key areas: (1) diagnose reasons, (2) explore impact and (3) visualizing capabilities by asking open questions, control questions and confirm questions.
In the past, Solution Selling focused on strategies dealing with opportunities for buyers who were not actively looking for a solution. Now, it has been enhanced to assist salespeople dealing with customers who are actively looking. Eades maintains that when a customer is actively looking, but you are not the one who helped create the vision, your chances of winning that sale are only 10%. He provides strategies to deal with these types of customers and also stresses the importance of being willing to walk away from the opportunity.
Overall, The New Solution Selling is an excellent book for both the novice and experienced salesperson. It provides a road map for the sales process and helps ensure that the path the salesperson takes is the one that leads to a sale. I'd highly recommend reading this book.
4 of 4 people found the following review helpful.
One of the best on complex selling.
By Brian Burns
I have read this book several times and it is clearly a must read book for anyone getting into selling. The key idea is to focus on the pain and how each person in buying will feel it. The strategies are little to structured and I have never seen anyone use the 9 box questions without bringing it on sales calls. The column A strategy is very useful and how to change it but the book suggests that there is only one way to sell which reduces the salesperson's credibility and natural flow.
If you are looking for a strategy book Strategic Selling is great and covers the many different players in a deal. SPIN is great for a single sales call strategy. The maverick selling method Selling includes strategy and highly complex selling by modeling the very top sellers. All these books are for the complex sale which requires buying involvement from several people in the target requiring a strategy to move the deal to closure.
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