The Solution Selling Fieldbook: Practical Tools, Application Exercises, Templates and Scripts for Effective Sales Execution (MARKETING/SALES/ADV & PROMO) - Softcover

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

Softcover

ISBN 10: 0071456074 ISBN 13: 9780071456074

Publisher: McGraw Hill, 2005

Synopsis

Solution Selling has been one of the most popular selling methodologies in the country for more than a decade. It is the chosen method used by more than 500,000 sales professionals worldwide. Evidence abounds of the continued popularity of Solution Selling®: the original book, published in 1994, has sold more than 130,000 copies and still selling well, and the sequel, The New Solution Selling®, has sold more than 15,000 copies in its first weeks of publication, outpacing the original.

The editorial plan is to build an entire series of books with Eades’ company, Sales Performance International (SPI) built around the trademarked, Solution Selling®. brand. Increasingly, a salesperson’s success depends less on what they sell, and more on how they sell it. It seems as if everything has changed: buyers who once made time to discuss their problems now expect sales professionals to have the business savvy to diagnose their problems before they arrive.

As important, buyers will only buy from salespeople who can provide both convincing and workable solutions. The FieldBook provides hands on training that goes beyond The New Solution Selling® in several important ways:

•The FieldBook builds on the updated Solution Selling® sales processes, principles and management systems of The New Solution Selling. This is the first time a CD Rom with the key Solution Selling tools have been made available.

•Includes the 13 Principles of Solution Selling® , with examples, quizzes and self-assessment exercises for each. This takes the original concepts in The New Solution Selling to the next level.

•Includes more than 120 worksheets, letters, job aids and illustrations to better navigate salespeople through the nine boxes of solution selling®: It shows salespeople how to customize the message and the value proposition for each buyer.

•The Job Aid Build Guide is a hands-on tool that SPI uses before workshops to customize job aid examples and could be used to add real meat to the book.

•Templates: Each of the job aid is annotated with sidebars and notes that help salespeople better understand how to use them.

•“How to Use the Solution Selling®. Software:” This final section walks readers through the CD Rom. The overall look of the book will be very visual, chock full of tools, tests, job-aids, pain boxes, etc.

About this title

About the Author

McGraw-Hill authors represent the leading experts in their fields and are dedicated to improving the lives, careers, and interests of readers worldwide

From the Back Cover

Market-proven tools and techniques for Solution Selling®, the worlds 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
<.i>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 organizations 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

Edition details

• Publisher: McGraw Hill
• Publication date: 2005
• Language: English
• ISBN 10: 0071456074
• ISBN 13: 9780071456074
• Binding: Paperback
• Number of pages: 288