The new solution selling : the revolutionary sales process that is changing the way people sell

The new solution selling the revolutionary sales process that is changing the way people sell

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...

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Bibliographic Details
Other Authors: Eades, Keith M., author (author)
Format: eBook
Language:Inglés
Published: New York : McGraw-Hill 2004.
Edition:2nd edition
Subjects:
Selling.
Sales management.
See on Biblioteca Universitat Ramon Llull:https://discovery.url.edu/permalink/34CSUC_URL/1im36ta/alma991009627941906719
Table of Contents:
  • Solution selling concepts
  • Solutions
  • Principles
  • Sales process
  • Creating new opportunities
  • Precall planning and research
  • Stimulating interest
  • Define pain or critical business issue
  • Diagnose before you prescribe
  • Creating visions biased to your solution
  • Engaging in active opportunities
  • Selling when you're not first
  • Vision re-engineering
  • Qualify, control, close
  • Gaining access to people with power
  • Controlling the buying process
  • Closing: reaching final agreement
  • Managing the process
  • Getting started with the process
  • Sales management system : managers managing pipelines and salespeople
  • Creating and sustaining high performance sales cultures.

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