The Solution Selling Fieldbook : Practical Tools, Application Exercises, Templates and Scripts for Effective Sales Execution
Eades, Keith M., Touchstone, James N., Sullivan, Timothy T.
ISBN 10: 0071456074 ISBN 13: 9780071456074
Published by McGraw-Hill Education, 2005
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About this Item
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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 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.
"About this title" may belong to another edition of this title.
Bibliographic Details
Title: The Solution Selling Fieldbook : Practical ...
Publisher: McGraw-Hill Education
Publication Date: 2005
Binding: Soft cover
Condition: Good
Edition: 1st Edition.
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The Solution Selling Fieldbook: Practical Tools, Application Exercises, Templates and Scripts for Effective Sales Execution (MARKETING/SALES/ADV & PROMO)
Published by
McGraw-Hill Education - Europe, United States, 2005
ISBN 10: 0071456074
ISBN 13: 9780071456074
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Paperback. Condition: Very Good. 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 salespersons 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. The book has been read, but is in excellent condition. Pages are intact and not marred by notes or highlighting. The spine remains undamaged. Seller Inventory # GOR003533695
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