The New Solution Selling: The Revolutionary Sales Process that is Changing the Way People Sell

Overview

The Powerful and Proven Solution Selling? Process, Updated for Today's High-Speed, Higher-Pressure Sales Challenges

The original Solution Selling rewrote the rules for the sales profession. Today, the revolutionary yet practical Solution Selling method remains the primary selling process for salespeople competing in every industry around the world, and in every size of business--from the smallest firms to the largest Fortune 500 corporations.

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Overview

The Powerful and Proven Solution Selling® Process, Updated for Today's High-Speed, Higher-Pressure Sales Challenges

The original Solution Selling rewrote the rules for the sales profession. Today, the revolutionary yet practical Solution Selling method remains the primary selling process for salespeople competing in every industry around the world, and in every size of business--from the smallest firms to the largest Fortune 500 corporations.

The New Solution Selling comprehensively updates this proven effective approach to help you succeed with today's no-nonsense markets and buyers. A practical guide designed to provide hands-on value to frontline salespeople as well as sales managers and executives, this step-by-step book shows you how to streamline the sales process by:

  • Understanding your buyers, their situations and, most importantly, their needs
  • Supplying mutually defined solutions to your customers' recognized problems
  • Gaining access to key decision makers
  • Controlling the buying process
  • Defining milestones that can be measured and forecasted

Solution Selling first won its well-earned reputation among technology companies. Now The New Solution Selling shows how the same principles and process may be applied to any business relationship in any industry. This results-based book will show you how to improve your sales performance by first understanding your customers' challenges--and then providing intelligent, accessible, and field-proven solutions to those challenges.

"We have put the principles of Solution Selling® at the core of our selling process--helping all of our 5,000-strong sales professionals, and thousands of Microsoft's business partners, consistently apply proven sales principles to make a real difference to our customers and meet expectations. The New Solution Selling describes how top-performing salespeople behave, and how this behavior fosters success--for both the customer and the salesperson."

--Kevin Johnson, Group VP Worldwide Sales, Marketing, and Services, Microsoft (From the Foreword)

The sales profession has changed tremendously in the past decade. Buyers who once made time to discuss their problems now expect sales professionals to have the business acumen that's necessary to understand and diagnose those problems before they arrive. More importantly, these buyers will only listen to--and buy from--salespeople who can provide them with solutions that are both convincing and workable.

The New Solution Selling shows how to apply the proven Solution Selling approach in the can't-stop-to-talk pace of today's business. The result is a logical and practical process for sales success, one that improves both individual productivity and organizational return on investment. This important book features:

  • Completely updated Solution Selling sales process, principles, and management systems for today's tough sales environment
  • New tools designed to increase the quality and velocity of sales pipeline opportunities
  • Improved methods for overcoming the all-too-common situation when your product is not your buyer's first choice--or even their second
  • New techniques for dramatically improving your prospecting accuracy and success
  • Effective strategies for shifting an organization's focus from product selling to Solution Selling--at every level, throughout every operation

The original edition of Solution Selling changed the face of selling by transforming the rules for one-to-one selling. The New Solution Selling focuses on streamlining the proven Solution Selling process by showing you how to quickly understand and address your buyers' problems, use your offerings to provide insightful and workable solutions to those problems, and dramatically decrease the time spent between initial qualification and a successful, profitable close.

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Editorial Reviews

Soundview Executive Book Summaries
A Revolutionary Sales Process for Any Business
According to Keith M. Eades, the founder and president of Sales Performance International and Solution Selling Inc., a solution is a mutually agreed-upon answer to a recognized problem that also provides some measurable improvement. Solution Selling is a sales process that involves direct contact with a buyer who expects the salesperson to understand and diagnose problems before they arrive. Buyers need salespeople who can provide them with solutions that are convincing and workable; The New Solution Selling offers salespeople a practical approach to selling that improves individual productivity and organizational return on investment, as well as customer satisfaction.

Streamline the Sales Process
According to Eades, front-line salespeople need to streamline the sales process by diagnosing the buyer's business issues, supplying mutually defined solutions to the customer's recognized problems, gaining access to key decision makers, and defining measurable and predictable milestones along the way. First, the salesperson understands the customer's challenges, then he or she provides intelligent, accessible and proven solutions to those challenges. Solution Selling is a sales process that consists of these components:

  • It's a Philosophy. The customer is the focal point of the process. Helping customers solve their business problems and achieve positive, measurable results is the basis of all actions.
  • It's a Map. Solution Selling provides a map of how to get from where you are to where you want to be by offering an end-to-end series of next steps to follow. This includes pre-call planning, creating interest, diagnosing the problem, vision processing, controlling the sale, closing the sale, and post-sale tracking.
  • It's a Methodology. Solution Selling is a system of methods that includes tools, job aids, techniques, and procedures that help salespeople and sales teams navigate the selling steps that close more sales faster.
  • It's a Sales Management System. Solution Selling provides management with a process to analyze pipelines, qualify opportunities, and coach skills, thus increasing productivity and predictability. It also results in a high-performance sales culture.


Eades explains that buyers want to do business with a salesperson who has a good understanding of their situation as well as a good working knowledge of the capabilities necessary to help them solve their problems. They want a consultant who can add value to their situations. According to Eades, salespeople must add value to a situation if they want to survive.

Identify and Quantify the Pain
The foundation of Solution Selling is based on several underlying principles, including:

  • No pain, no change. Pain is the problem, which can be a critical business issue or a potential missed opportunity. When pain is admitted and the value of the resolution of the pain is quantified, buyers have a compelling reason to act.
  • Pain flows throughout the entire organization. One person's problems link to other people within the same organization. In selling, it's important not only to identify and quantify the pain of the person you are talking to, but also to link that problem to others.
  • Diagnose before you prescribe. This allows you to understand the customer's problems before you discuss the solution.
  • The three levels of buyer need are latent pain, admitted pain, and vision of a solution. Be aware of this principle and adjust your sales approach accordingly.
  • There are two types of opportunities: looking and not looking. Only 5 to 10 percent of buyers are committed to buy something. The rest, with latent pain, are where the greatest opportunities lie.
  • Get there first, set the requirements, and make yourself "Column A." Increase your odds of selling by putting yourself in the most favored position of prospects by finding opportunities in latent pain, and bringing them to an active state of evaluation.
  • You can't sell to someone who can't buy. Target and call on people as high up in the firm as possible.
  • Buyers' concerns shift over time. Recognize where buyers are and align selling activities with what is important to them.
  • Pain x Power x Vision x Value x Control = Sale. Each element of this formula should be monitored as part of the sales process.


Why We Like This Book
The New Solution Selling offers a clear guide to making the most of the Solution Selling concept introduced 10 years ago by Michael Bosworth. Keith Eades has made the concept even more understandable by streamlining the entire process and providing time-tested insights into its guiding principles. Copyright © 2004 Soundview Executive Book Summaries

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Product Details

  • ISBN-13: 9780071435390
  • Publisher: McGraw-Hill Professional Publishing
  • Publication date: 11/14/2003
  • Edition description: Second Edition
  • Edition number: 2
  • Pages: 300
  • Sales rank: 285,982
  • Product dimensions: 7.60 (w) x 9.50 (h) x 1.20 (d)

Meet the Author

Keith Eades is the founder, president, and CEO of Sales Performance International, one of today's foremost sales performance organizations. Eades and his associates have trained more than 500,000 sales and sales management professionals--from client companies including Microsoft, IBM, AT&T, Bank of America, and more--on the principles and practices of Solution Selling. The author of a number of influential books on sales and sales performance, he is also an internationally renowned speaker and presenter.

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Read an Excerpt

PA R T O N E

Principles

C H A P T E R O N E

Looking for Solutions

When I ask salespeople and sales executives whether their company provides solutions, they answer yes-virtually every time. Yet when I ask these same salespeople what solution they provided for their last customer, their answers tell a different story. I hear all about their products and services, complete with dazzling brand names and mind-boggling acronyms.

My point is that everybody claims they're in the solutions business, but for the most part it's just empty words. The word solution is used so much that no one knows what it means anymore. So, when salespeople say they are in the solutions business, buyers ignore these words, because to them it's just more sales and marketing hype. It is important for individuals and companies to recognize this problem and change their approaches.

Most companies and salespeople who claim to provide solutions are unconsciously engaging in selling products-not solutions. This leads me to conclude that people do not understand what a solution is. So what is the definition of the word solution? The typical response is, "An answer to a problem." I agree with this response but feel it's important to expand the definition. Not only does the problem need to be acknowledged by the buyer, but both the buyer and salesperson must also agree on the answer. So a solution is a mutually agreed-upon answer to a recognized problem.

In addition, a solution must also provide some measurable improvement. By measurable improvement, I mean there is a before (a baseline) and an after (the baseline plus a delta). Now we have a more complete definition of a solution: It's a mutually shared answer to a recognized problem, and the answer provides measurable improvement.

Recently, an executive of a $13 billion company came to me and said, "We want to be in the solutions business and deliver what we've been promising for years. One of our marketing messages is, 'We sell and deliver solutions,' but we really don't do that. Just because all our promotional literature, advertising, and messaging has been saying this for years doesn't make it true."

He went on to say they wanted to find a way to transform-notice the key word transform-their company from product selling to solution selling. When I asked why, the answer came back emphatically, "Because our customers are demanding it."

I helped him realize that the transformation he was after takes time and has to occur simultaneously from the top down and the bottom up. It takes a total commitment from everyone in the company to develop, sell, market, and deliver solutions. The entire organization has to adopt a new philosophy, a new discipline-a new culture. It means that everyone involved with the customer needs to be onboard and do some things differently than they did in the past. I helped him realize that the company's new hires and its existing salespeople need to improve their customer-interfacing skills. Specifically, the salespeople need to be able to define and diagnose customer problems and create visions biased to his company's unique offerings and capabilities. I told him that being in the solutions business means that the company has to commit to actually solving problems and be willing to stay engaged until its customers realize measurable, positive change. The executive convinced me that his peers could reach their transformation goal and make the difficult shift from product selling to solution selling. This is currently a work in progress, and the early results indicate very good progress on a journey that will take longer than they expected.

WHAT IS SOLUTION SELLING?

It's a sales process. (I'll develop this more fully throughout this book.) According to research conducted by Phillip G. Ryan Associates, it's the most widely used sales process focused on executable selling in the world today. More than 500,000 individuals have been trained in Solution Selling.

Executable selling activities involve direct contact with the buyer. For many individuals and companies, Solution Selling is their total endto- end sales process. For others with more complex sales situations, it's the executable portion of their selling process. Solution Selling not only helps with what to do, but it specifically focuses on how to do it. Solution Selling's sales process consists of the following components: a philosophy, a map, a methodology, and a sales management system. Solution Selling does not become another thing to do (on the list of mounting chores). It becomes the thing to do for salespeople, marketers, and managers.

It's a Philosophy

The customer is the focal point. Helping customers solve their business problems and achieve positive, measurable results is the basis of all actions. The steps within the Solution Selling sales process are aligned with how buyers buy.

It's a Map

Solution Selling provides a map of how to get from where you are to where you want to be. Solution Selling provides an end-to-end series of next steps to follow. End-to-end means from the beginning of a sale right through to winning it. This includes precall planning, creating interest, diagnosing the problem, vision processing, controlling the sale, closing, and postsale tracking. It includes the ability to identify, analyze, report on, manage, and coach individual opportunities using the process. It also provides the ability to predict sales performance success or failure.

It's a Methodology

Solution Selling is a system of methods that includes tools, job aids, techniques, and procedures that help salespeople and sales teams navigate the selling steps that close more sales faster. It results in higher levels of customer satisfaction and increased sales productivity.

It's a Sales Management System

Solution Selling provides sales and executive management with a process to analyze pipelines, qualify opportunities, and coach skills, thus increasing productivity and predictability. It results in a highperformance sales culture.

WHY SALES PROCESS?

Not all salespeople are created equal. You've heard the cliché "Some people are natural born sellers"? They have that amazing talent that is hard to describe. We look at this group of intuitive and talented individuals, approximately 20 percent of the sales talent pool, and we call them Eagles. Sometimes these intuitive salespeople are called unconscious competents. They're good, but if you ask them why they're good, they'd have a hard time telling you why. That's the classic response of the unconscious competent.

We call the second category of sales talent Journeypeople. This group makes up the balance of the talent pool, or about 80 percent of the sales talent in the marketplace today. These people are ready, willing, and able to sell, but they do it quite differently than the Eagles. Journeypeople can, and many of them do, become good salespeople. However, the real key to their success is having a process to follow and knowing what to do next.

Executives and sales managers frequently tell me they would love to have their sales force comprised totally of Eagles. My response to them is, "Are you sure?" The facts are that if you did have all Eagles, it would be prohibitively expensive. Also, you'd have a chaotic environment. It's difficult to find and keep intuitive, top-of-the-line Eagle salespeople because of competition for their services and sometimes because of burnout.

Eagles are the high flyers, the rainmakers. They are the ones who do things independently and who generate business. But they can't be expected to deliver all the business we need; there aren't enough of them. The 20 percent of the revenues that the Eagles don't deliver has to come from somewhere, and it must come from the Journeypeople. A company's overall sales success depends on the success of its Journeypeople. We need to help them become successful. Figure 1.1 shows the differences.

What is the typical career path of Eagles? What do most companies do with their best salespeople? If you answered, "They promote them to managers," you'd be correct. But this creates a problem. Usually, when you promote Eagles (who don't consciously know how or why they excel) to sales management, they can't help the Journeypeople they now manage. Often they simply tell their salespeople, "Just watch me and do what I do." Eagles resort to this tactic because they don't have a sales process to follow. After all, a sales process provides both what to do and how to do it. To compound the problem, when an Eagle is promoted to management, a good revenue producer is lost from the sales force.

In the end, both management and the new sales manager become frustrated because of the lack of results. If management doesn't end up firing them, these people usually quit and go to work for another company doing what they're good at: selling. If you're party to something like this in your company, stop it. The key to stop promoting the wrong kind of people to sales management is to implement a good sales process.

Eagles are an important reason why I'm so passionate about sales process. When you convince an Eagle to use an effective sales process, you have the best of all worlds-he or she is unstoppable. On the other hand, I'm equally passionate about Journeypeople and their need for EAGLES Are Intuitive o Have conversations o Ask questions JOURNEYPEOPLE o Make presentations o Make statements o Process is key to success

Figure 1.1

Talent Assessment

sales process. Journeypeople using a proven sales process can win most of the time when competing against an Eagle without a process. A good sales process allows Journeypeople to emulate Eagle selling behavior, maximize their individual sales performance, and learn how to become tomorrow's sales managers.

THE 64 PERCENT DILEMMA

Would you consciously assign your least-capable salespeople to your most difficult prospects? Probably not, but I find a number of companies doing exactly that. We call this challenge the "64 percent dilemma" (see Figure 1.2).

The concept is based, in part, on Geoffrey Moore's analysis as explained in his book Crossing the Chasm. In Moore's book, buyers are separated into market segments based on their behavior. Depicted on the vertical axis of Figure 1.2 is a group of buyers called innovators, or early adopters. This group makes up about 20 percent

Figure 1.2 Why Sales

Process?

B U Y E R S Innovators Early Adopters Pragmatists Conservatives Laggards 20% 80% 4% 16% 16% Eagles (20%) Journeypeople (80%) 64%

S A L E S P E O P L E

of the market. As a group, they typically want to be the first to have new things, and they're the easiest group to sell to. Also depicted on the vertical axis is a category of buyers called pragmatists, conservatives, or laggards They make up about 80 percent of the marketplace. These are slow-to-act, conservative buyers. They demand things such as references, proof, and ROI (return on investment) analysis before they will make a decision. As a group, they're the most difficult to sell to.

On the horizontal axis, you have Eagles (20 percent) and Journeypeople (80 percent). When you combine the two categories of buyers with the two categories of sales talent, you have a classic matrix with some interesting findings.

Look at the 64 percent quadrant. This is the challenge, and it's why we call it the 64 percent dilemma. This is where companies have Journeypeople selling to the most challenging and difficult-to-sell-to buyer segment. In other words, 64 percent of the time you've got less than your very best salespeople selling to the toughest buyer segment. Why do that? The solution is a no-brainer. Companies and individuals should stop kidding themselves and stop the insanity by putting a sales process in place to help solve this dilemma. I hope that by now you're convinced of the importance of sales process. Just in case you aren't, keep reading.

SITUATIONAL FLUENCY

Buyers want to do business with salespeople who understand them- their jobs and their problems. They want to do business with someone who has situational fluency-in other words, a person who has a good understanding of their situation as well as a good working knowledge of the capabilities necessary to help them solve their problems. What buyers don't want are pushy salespeople interested only in sell- ing their products and services. Buyers want a consultant who is going to add value to their situation. Otherwise, buyers would just go to your Web site for product information and price quotes. Salespeople must add value to the situation or they won't survive.

Figure 1.3 illustrates the four elements that help salespeople gain situational fluency with their buyers.

If situational fluency is what buyers are looking for in salespeople, what are sales managers looking for when they hire salespeople? What I hear them say is that they want salespeople with great selling skills; they want "great closers." They look for closing skills and people with successful selling track records. Granted, success in the past is important, but I try to get them to see that success in the past doesn't ensure success in the future. This is particularly true if it involves selling into a new industry and dealing with new products, new technologies, or

Figure 1.3 Solution

Selling Situational Fluency Solution Selling® Situational Knowledge Capability Knowledge People Skills Selling Skills new services. The good ole boy, backslapping, tongue-wagging salesperson doesn't get the job done anymore.

I am not minimizing the importance of good people skills and good selling skills. In fact, in Solution Selling we incorporate key selling skills as a part of the overall process. Solution Selling develops situational fluency by integrating the knowledge competencies (situational knowledge and capability knowledge) with people skills and selling skills. Solution Selling is the only sales process that integrates all four of these components.

DIFFICULTIES IN SELLING, SALES MANAGEMENT, AND EXECUTIVE MANAGEMENT In addition to integrating both knowledge and skills, Solution Selling addresses specific selling, sales management, and executive management difficulties. What follows are some of the challenges we often see and hear as we begin to work with our clients. See how many of these issues resonate with you. Typical Selling Difficulties o "I'm having a hard time meeting, much less exceeding, my sales quota." o "Our product isn't competitive anymore." o "Buyers tell me our services cost too much and they can't justify them." o "They wouldn't let me in at the right level." o "If only my manager would have discounted." o "The consultant didn't do a good job." o "I lose control of our prospects at the end of the sell cycle." o "We got in too late."

o "The prospect didn't know what she wanted." o "We missed the needs of certain committee members." o "I get an opportunity started and our resellers drop the ball." o "My manager tells me what to do, not how to do it." o "My competition's Web site is great, and we get outsold before we even get started."

o "My Managers demand detailed sales forecasts-do they want me to sell or enter data into a system?" o "Prospects can buy the same capabilities from someone else, so I have to outsell my competition to win the business." Typical Sales Management Difficulties o "It's becoming increasingly difficult to predict revenue." o "My salespeople are comfortable calling on technical and end users but are ineffective with executive management." o "Many of our salespeople wing it."

o "We lose more to no decision than to any single competitor." o "Only a few of our new hires develop into top producers. There must be something wrong with our hiring model." o "Salespeople take sales support or technical people with them on too many calls."

o "Marketing efforts are out of sync with our sales efforts." o "Salespeople blame losses on the product." o "As soon as the pipeline looks good, prospecting stops." o "We're making our numbers but it's too tough. Life is too short to work this hard!"

o "It's difficult to find new opportunities, so we end up responding to RFPs or Tenders wired for our competition." o "By the time I'm asked to get involved, it's usually too late." o "Qualifying out of opportunities doesn't seem to be in our vocabulary."

o Quarter-end fire drills have become a way of life." Typical Executive Management Difficulties o "Getting accurate revenue forecast is a nightmare." o "All our strategic initiatives are dependent on making our revenue goals."

o "The sales group is a mystery. Other groups in the company are much easier to hold accountable." o "We make great products in this company. Why can't we sell them?"

o "Growing cost is not the problem; growing revenues is." o "We missed our quarterly revenue number. Fortunately, it was on the plus side. What would have happened if it had been on the negative side?"

In the next chapter, we explore the underlying principles and concepts of the Solution Selling sales process, which will serve as a springboard to each step in the process and the rest of the book.

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Table of Contents

Foreword
Preface
Acknowledgments
Pt. 1 Solution Selling Concepts 1
Ch. 1 Solutions 3
Ch. 2 Principles 15
Ch. 3 Sales Process 29
Pt. 2 Creating New Opportunities 43
Ch. 4 Precall Planning and Research 45
Ch. 5 Stimulating Interest 67
Ch. 6 Defining Pain or Critical Business Issue 85
Ch. 7 Diagnose Before You Prescribe 101
Ch. 8 Creating Visions Biased to Your Solution 119
Pt. 3 Engaging in Active Opportunities 131
Ch. 9 Selling When You're Not First 133
Ch. 10 Vision Re-engineering 151
Pt. 4 Qualify, Control, Close 171
Ch. 11 Gaining Access to People with Power 173
Ch. 12 Controlling the Buying Process 187
Ch. 13 Closing: Reaching Final Agreement 207
Pt. 5 Managing the Process 225
Ch. 14 Getting Started with the Process 227
Ch. 15 Sales Management System: Managers Managing Pipelines and Salespeople 243
Ch. 16 Creating and Sustaining High-Performance Sales Cultures 265
App. A Value Justification Example 277
App. B Solution Selling: A Scalable Approach 287
Afterword 293
Index 295
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Sort by: Showing all of 3 Customer Reviews
  • Posted December 20, 2009

    more from this reviewer

    This book will change the way we sell ...

    This is the book that I liked the most among all the sales books that I have read. The book teaches on how to work with opportunities that are both latent (not looking) and active (looking). This book is based on the author's "Solution Selling Process" and he introduces to some good templates - pipeline analysis, milestone grading, sponsor and power sponsor letters, Evaluation matrix etc. He teaches on the difference between product selling and solution selling by showing the value of the product or service to a prospect. There is an introduction to 9-block vision processing model which will help in conversation with prospects for uncovering business issues (pain) and visualizing solution to those pains. There is good appendix on value justification. Overall, this is an excellent book. This book will change the way we sell our products and services and I rate this book very highly and this is a must for all sales people including technical sales people like me.

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  • Anonymous

    Posted January 16, 2007

    New Solution Selling Draws a Sales Map

    The New Solution Selling by Keith Eades is definitely worth reading. This book is destined to become a classic and will be sitting on my bookshelf next to Neil Rackham¿s SPIN Selling. If you are a seasoned sales professional, this book will help you examine your existing sales process and look at areas that could be refined in order to increase your sales productivity. If you are new to sales, this book provides an excellent process that will help you ¿ramp-up¿ quickly. If you read Eade¿s original Solution Selling book, you will find that this book is updated and supplies some new concepts. The New Solution Selling states that the formula for success is: Pain x Power x Vision x Value x Control = Sale. While the formula is deceptively simple, the implementation can be rather complex. This book helps salespeople focus on the customer¿s ¿pain¿ and stresses the importance of providing a solution that not only stops the pain, but also adds value. Eades makes this process manageable by providing readers with a logical, well thought out plan, supplemented with many ¿real-life¿ and fictitious examples. This is accomplished through by a method that consists of (1) a philosophy (the customer is the focal point), (2) a map (getting from where you are to where you want to be) , (3) a methodology (with tools, job aids, techniques and procedures), and (4) a sales management system (process to increase productivity). Eades maintains that salespeople often ¿say¿ they provide solutions, but in reality, they simply provide a product. The New Solution Selling focuses on understanding the underlying causes of customer problems, instead of the symptoms. Consequently, a correct ¿diagnosis¿ must be made before the salesperson ¿prescribes¿ a solution. Solution Selling provides several models to help salespeople isolate the ¿pain¿ by examining the interdependence of the key players within the buying organization. Once salespeople understand the pain, they must explore the impact of that pain and create a buying vision. One problem in developing needs and creating a vision is that salespeople often do not know what questions to ask. Eades provides a ¿Pain Sheet¿ to help salespeople develop situational knowledge of customers and their business. This is accomplished through investigating three key areas: (1) diagnose reasons, (2) explore impact and (3) visualizing capabilities by asking open questions, control questions and confirm questions. In the past, Solution Selling focused on strategies dealing with opportunities for buyers who were not actively looking for a solution. Now, it has been enhanced to assist salespeople dealing with customers who are actively looking. Eades maintains that when a customer is actively looking, but you are not the one who helped create the vision, your chances of winning that sale are only 10%. He provides strategies to deal with these types of customers and also stresses the importance of being willing to walk away from the opportunity. Overall, The New Solution Selling is an excellent book for both the novice and experienced salesperson. It provides a road map for the sales process and helps ensure that the path the salesperson takes is the one that leads to a sale. I¿d highly recommend reading this book.

    Was this review helpful? Yes  No   Report this review
  • Anonymous

    Posted December 1, 2004

    Pacted With Knowledge!

    This is a useful guide to one of the hottest subjects in sales: selling solutions, not products. Author Keith M. Eades offers a methodical, step-by-step approach to implementing a conversational approach to selling. The principles underlying 'solution selling' are simple and straightforward, and the process is hard to fault, although it demands a great deal of record keeping and charting. The author's explanation of the procedures gets a bit mechanical and jargon-riddled at times. But on the whole, we believe every salesperson is apt to find something of value in this book, even if it's a reminder of what once was known but has been forgotten.

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