The New Solution Selling

Eades, Keith

Published by McGraw-Hill Education - Europe
ISBN 10: 0071435395 / ISBN 13: 9780071435390
Used / Quantity Available: 0
Available From More Booksellers
View all  copies of this book

About the Book

We're sorry; this specific copy is no longer available. AbeBooks has millions of books. We've listed similar copies below.

Description:

A guide providing hands-on value to frontline salespeople as well as sales managers and executives. It shows how to streamline the sales process by understanding buyers, their situations and their needs; supplying mutually defined solutions to customers' recognized problems; gaining access to decision makers; and controlling the buying process. Num Pages: 300 pages, 90 charts, tables. BIC Classification: KJS. Category: (P) Professional & Vocational. Dimension: 242 x 193 x 28. Weight in Grams: 820. . 2003. 2nd Edition. Hardcover. . . . . Bookseller Inventory #

About this title:

Book ratings provided by GoodReads:
3.89 avg rating
(162 ratings)

Synopsis:

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.

From the Back Cover:

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.

"About this title" may belong to another edition of this title.

Bibliographic Details

Title: The New Solution Selling
Publisher: McGraw-Hill Education - Europe
Book Condition: New

Top Search Results from the AbeBooks Marketplace

1.

Keith M. Eades, Keith Eades
Published by McGraw-Hill (2004)
ISBN 10: 0071435395 ISBN 13: 9780071435390
Used Quantity Available: 1
Seller
Better World Books: West
(Reno, NV, U.S.A.)
Rating
[?]

Book Description McGraw-Hill, 2004. Book Condition: Fair. 2nd Edition. N/A. Ships from Reno, NV. Former Library book. Shows definite wear, and perhaps considerable marking on inside. Bookseller Inventory # GRP88312507

More Information About This Seller | Ask Bookseller a Question

Buy Used
3.01
Convert Currency

Add to Basket

Shipping: FREE
Within U.S.A.
Destination, Rates & Speeds

2.

Keith M. Eades, Keith Eades
Published by McGraw-Hill (2004)
ISBN 10: 0071435395 ISBN 13: 9780071435390
Used Quantity Available: 3
Seller
Better World Books: West
(Reno, NV, U.S.A.)
Rating
[?]

Book Description McGraw-Hill, 2004. Book Condition: Good. 2nd Edition. N/A. Ships from Reno, NV. Shows some signs of wear, and may have some markings on the inside. Bookseller Inventory # GRP88508478

More Information About This Seller | Ask Bookseller a Question

Buy Used
3.01
Convert Currency

Add to Basket

Shipping: FREE
Within U.S.A.
Destination, Rates & Speeds

3.

Keith M. Eades, Keith Eades
Published by McGraw-Hill (2004)
ISBN 10: 0071435395 ISBN 13: 9780071435390
Used Quantity Available: 3
Seller
Better World Books
(Mishawaka, IN, U.S.A.)
Rating
[?]

Book Description McGraw-Hill, 2004. Book Condition: Good. 2nd Edition. N/A. Former Library book. Shows some signs of wear, and may have some markings on the inside. Bookseller Inventory # GRP9328780

More Information About This Seller | Ask Bookseller a Question

Buy Used
3.01
Convert Currency

Add to Basket

Shipping: FREE
Within U.S.A.
Destination, Rates & Speeds

4.

Keith M. Eades, Keith Eades
Published by McGraw-Hill (2004)
ISBN 10: 0071435395 ISBN 13: 9780071435390
Used Quantity Available: 1
Seller
Better World Books: West
(Reno, NV, U.S.A.)
Rating
[?]

Book Description McGraw-Hill, 2004. Book Condition: Good. 2nd Edition. N/A. Ships from Reno, NV. Former Library book. Shows some signs of wear, and may have some markings on the inside. Bookseller Inventory # GRP87348063

More Information About This Seller | Ask Bookseller a Question

Buy Used
3.01
Convert Currency

Add to Basket

Shipping: FREE
Within U.S.A.
Destination, Rates & Speeds

5.

Keith M. Eades, Keith Eades
Published by McGraw-Hill Education
ISBN 10: 0071435395 ISBN 13: 9780071435390
Used Hardcover Quantity Available: 1
Seller
Hippo Books
(Toledo, OH, U.S.A.)
Rating
[?]

Book Description McGraw-Hill Education. Hardcover. Book Condition: GOOD. Gently used may contain ex-library markings, possibly has some minor highlighting, textual notations, and or underlining. Text is still easily readable. Bookseller Inventory # 2692448890

More Information About This Seller | Ask Bookseller a Question

Buy Used
3.01
Convert Currency

Add to Basket

Shipping: FREE
Within U.S.A.
Destination, Rates & Speeds

6.

Keith M. Eades, Keith Eades
Published by McGraw-Hill Education
ISBN 10: 0071435395 ISBN 13: 9780071435390
Used Hardcover Quantity Available: 1
Seller
Discover Books
(Baltimore, MD, U.S.A.)
Rating
[?]

Book Description McGraw-Hill Education. Hardcover. Book Condition: GOOD. Good clean copy with no missing pages might be an ex library copy; Possibly may have minor marginal notes and or highlighting. Bookseller Inventory # 2703771174

More Information About This Seller | Ask Bookseller a Question

Buy Used
3.01
Convert Currency

Add to Basket

Shipping: FREE
Within U.S.A.
Destination, Rates & Speeds

7.

Keith M. Eades, Keith Eades
Published by McGraw-Hill Education
ISBN 10: 0071435395 ISBN 13: 9780071435390
Used Hardcover Quantity Available: 1
Seller
Discover Books
(Baltimore, MD, U.S.A.)
Rating
[?]

Book Description McGraw-Hill Education. Hardcover. Book Condition: GOOD. Good clean copy with no missing pages might be an ex library copy; Possibly may have minor marginal notes and or highlighting. Bookseller Inventory # 2725123052

More Information About This Seller | Ask Bookseller a Question

Buy Used
3.01
Convert Currency

Add to Basket

Shipping: FREE
Within U.S.A.
Destination, Rates & Speeds

8.

Keith M. Eades, Keith Eades
Published by McGraw-Hill Education
ISBN 10: 0071435395 ISBN 13: 9780071435390
Used Hardcover Quantity Available: 1
Seller
Free Shipping Books
(Toledo, OH, U.S.A.)
Rating
[?]

Book Description McGraw-Hill Education. Hardcover. Book Condition: GOOD. book was well loved but cared for. Possible ex-library copy with all the usual markings and stickers. Some light textual notes, highlighting and underling. Bookseller Inventory # 2725101459

More Information About This Seller | Ask Bookseller a Question

Buy Used
3.01
Convert Currency

Add to Basket

Shipping: FREE
Within U.S.A.
Destination, Rates & Speeds

9.

Keith M. Eades, Keith Eades
Published by McGraw-Hill Education
ISBN 10: 0071435395 ISBN 13: 9780071435390
Used Hardcover Quantity Available: 1
Seller
Free Shipping Books
(Toledo, OH, U.S.A.)
Rating
[?]

Book Description McGraw-Hill Education. Hardcover. Book Condition: GOOD. book was well loved but cared for. Possible ex-library copy with all the usual markings and stickers. Some light textual notes, highlighting and underling. Bookseller Inventory # 2725114997

More Information About This Seller | Ask Bookseller a Question

Buy Used
3.01
Convert Currency

Add to Basket

Shipping: FREE
Within U.S.A.
Destination, Rates & Speeds

10.

ISBN 10: 0071435395 ISBN 13: 9780071435390
Used Quantity Available: 1
Seller
Big Hearted Books
(Sharon, MA, U.S.A.)
Rating
[?]

Book Description Book Condition: Good. This item is in good condition. All pages and covers are readable. There are no stains or tears. Dust jacket is present if applicable. May contain small amounts of writing and/or highlighting. Spine and cover may show signs of wear. May not contain supplementary items such as CD's or DVD's. We ship within 1 business day. Bookseller Inventory # 34FCHG001AH6

More Information About This Seller | Ask Bookseller a Question

Buy Used
3.05
Convert Currency

Add to Basket

Shipping: FREE
Within U.S.A.
Destination, Rates & Speeds

There are 73 more copies of this book

View all search results for this book