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

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

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by Keith M. Eades, James N. Touchstone, Timothy T. Sullivan
     
 

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Market-proven tools and techniques for Solution Selling®, the world’s 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

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Overview

Market-proven tools and techniques for Solution Selling®, the world’s 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
  • 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 organization’s 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

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Product Details

ISBN-13:
9780071456074
Publisher:
McGraw-Hill Professional Publishing
Publication date:
06/23/2005
Edition description:
Book & CD-ROM
Pages:
288
Sales rank:
677,442
Product dimensions:
7.40(w) x 9.30(h) x 0.93(d)

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