The New Solution Selling: The Revolutionary Sales Process that is Changing the Way People Sell / Edition 2

The New Solution Selling: The Revolutionary Sales Process that is Changing the Way People Sell / Edition 2

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by Keith M. Eades
     
 

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ISBN-10: 0071435395

ISBN-13: 9780071435390

Pub. Date: 11/14/2003

Publisher: McGraw-Hill Professional Publishing

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 for selling big-ticket, long-cycle

Overview

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 for selling big-ticket, long-cycle products. The New Solution Selling expands the classic text's cases, examples, and situations and sharpens its focus on streamlining the sales process to achieve greater success in fewer steps and a shorter time frame. Much in sales has changed in the past decade, and The New Solution Selling incorporates those changes into an integrated, tailored approach for improving both individual productivity and organizational return on investment. Written to enhance the results and careers of sales pros and managers in virtually any industry, this performance-focused book features:

  • A completely revamped, updated sales philosophy,management system, and architecture
  • Tools to increase the quality and velocity of sales pipeline opportunities
  • Techniques that "Best of the Best" use to prospect for success

Solution Selling created new rules for one-to-one selling of hard-to-sell items. The New Solution Selling focuses on streamlining the proven Solution Selling process and quickly differentiating both oneself and one's products from the competition while decreasing the time spent between initial qualifying and a successful, profitable close.

Product Details

ISBN-13:
9780071435390
Publisher:
McGraw-Hill Professional Publishing
Publication date:
11/14/2003
Edition description:
List
Pages:
320
Sales rank:
120,534
Product dimensions:
7.60(w) x 9.50(h) x 1.20(d)

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The New Solution Selling: The Revolutionary Sales Process that is Changing the Way People Sell 5 out of 5 based on 0 ratings. 3 reviews.
Theju More than 1 year ago
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.
Guest More than 1 year ago
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.
Guest More than 1 year ago
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.