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Posted March 2, 2012
Posted July 7, 2009
Savvy guide to business-to-business selling
Instead of focusing on a prospective buyer, many salespeople spout lists of their product's or service's features and benefits. Does the buyer have a problem that these advantages solve? Maybe. The salesperson doesn't know or care. He or she "sprays and prays," hoping one of the product's bells and whistles will engage the buyer - who just wants the conversation to stop. Sales trainer Michael T. Bosworth suggests a different approach. He teaches salespeople to use an engaging question-and-answer process to learn potential customers' individual needs. With this diagnostic approach, the salesperson can specify the product or service that meets those needs. getAbstract recommends the author's clear explanation of his sales method. Bosworth shows you how to shed the high-pressure, "always-be-closing" mindset and align your sales approach with a buyer's real desires. This is the true nature of business-to-business selling.Was this review helpful? Yes NoThank you for your feedback. Report this reviewThank you, this review has been flagged.
Posted April 10, 2002
A must for services and software sales force
I love this book. My career history includes selling both consulting services and supply chain management software. Amazingly Bosworth's book has a methodology that works for both. I have held different roles as practice leader, account manager and presales consultant. His positioning techniques apply for each of these roles. I religiously read this book twice a year to perfect my methods. I seriously thought about not reviewing this in fear that my competitors would begin to apply these practices, but it is too good of a book not to share.Was this review helpful? Yes NoThank you for your feedback. Report this reviewThank you, this review has been flagged.
Posted December 15, 2009
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