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

Eades, Keith; Touchstone, James; Sullivan, Timothy

Softcover

ISBN 10: 0071456074 ISBN 13: 9780071456074

Publisher: McGraw-Hill Education, 2005

Synopsis

The breakthrough process used by more than 500,000 sales professionals worldwide!

The Solution Selling Fieldbook helps you integrate the plan's nuts-and-bolts techniques into your own day-to-day practices, and immediately gain access to key decision makers, diagnose buyers' business issues, and increase top-line sales.

Building on the processes, principles, and management systems outlined in The New Solution Selling, this practitioner's workbook features:

• A complete step-by-step blueprint for sales success

• A trial copy of Solution Selling software

• A valuable Solution Selling CD-ROM that includes tools, templates, and sales letters

Includes Exclusive Solution Selling Software on CD-ROM

• More than 120 work sheets on negotiating, opportunity assessments, implementation plans, and more
• Letters/e-mail templates
• Coaching on Solution Selling techniques
• Import/export capabilities
• Links to more Solution Selling content

About this title

About the Authors

McGraw-Hill authors represent the leading experts in their fields and are dedicated to improving the lives, careers, and interests of readers worldwide

Keith M. Eades is the Chairman and Senior Managing Prtner of Sales Performance International and the author of The New Solution Selling.

James N. Touchstone leads and manages the development of Solution Selling for Sales Performance International.

Timothy T. Sullivan leads and manages business development for Sales Performance International.

From the Back Cover

Market-proven tools and techniques for Solution Selling®, the worlds number-one sales execution methodology

More than 500,000 sales professionals worldwide have discovered the persuasive power of the revolutionary sales process--Solution Selling®. The Solution Selling Fieldbook now shows how to make Solution Selling work for you. This results-driven, step-by-step guide provides you with the methods, processes, job aids, tools, and techniques you need to:

• Stimulate interest, gain trust, and lead prospects to identify and admit pain
• Create and reengineer client buying visions
• Negotiate access to key decision makers to have "C" level conversations
• Differentiate your offerings to provide unique, value-driven solutions
• Dramatically shorten the cycle time between initial call and close
<.i>Improve forecasting based upon verifiable outcomes within the sales process

The Solution Selling Fieldbook will give you the tools to plan and execute the Solution Selling process with every prospect, and improve both your and your organizations ability to win the business--by selling the solution.

Includes exclusive Solution Selling CD-ROM!

• 30 Solution Selling Job Aid templates, with detailed usage descriptions for each
• Hyperlinks for instant access to valuable Solution Selling Web sites and pages
• Data import and export capabilities, allowing sharing of sales opportunities and job aids with other members of your sales team
• Installation files for a fully functional trial copy of the Solution Selling Software application

Edition details

• Publisher: McGraw-Hill Education
• Publication date: 2005
• Language: English
• ISBN 10: 0071456074
• ISBN 13: 9780071456074
• Binding: Paperback
• Edition number: 1
• Number of pages: 288