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The New Solution Selling: The Revolutionary Sales Process That is Changing the Way People Sell par [Eades, Keith M.]
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The New Solution Selling: The Revolutionary Sales Process That is Changing the Way People Sell Format Kindle

4.0 étoiles sur 5 1 commentaire client

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Longueur : 300 pages Word Wise: Activé Composition améliorée: Activé
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Présentation de l'éditeur

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.

Book Description

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.


Détails sur le produit

  • Format : Format Kindle
  • Taille du fichier : 23307 KB
  • Nombre de pages de l'édition imprimée : 320 pages
  • Utilisation simultanée de l'appareil : Jusqu'à 4 appareils simultanés, selon les limites de l'éditeur
  • Editeur : McGraw-Hill Education; Édition : 2 (5 décembre 2003)
  • Vendu par : Amazon Media EU S.à r.l.
  • Langue : Anglais
  • ASIN: B0013Y1UHY
  • Synthèse vocale : Activée
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  • Word Wise: Activé
  • Composition améliorée: Activé
  • Moyenne des commentaires client : 4.0 étoiles sur 5 1 commentaire client
  • Classement des meilleures ventes d'Amazon: n°162.331 dans la Boutique Kindle (Voir le Top 100 dans la Boutique Kindle)
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Format: Relié
J'ai suivi deux sessions de formations à la méthode. Le livre est fidèle et concentre l'info de manière très complémentaire. A lire pour ceux qui vendent/promeuvent des choses trop compliquées aux yeux de celui qui en a besoin.
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Amazon.com: HASH(0x96f37d38) étoiles sur 5 40 commentaires
30 internautes sur 33 ont trouvé ce commentaire utile 
HASH(0x96f418d0) étoiles sur 5 A Significant Contribution 17 mars 2005
Par Robert Morris - Publié sur Amazon.com
Format: Relié
Another book about sales? By now, what could possibly be "new"? Indeed, over the years, there have been many brilliant books written about the art and science of salesmanship. For example, Neil Rackham's SPIN Selling, Michael Bosworth's Solution Selling and CustomerCentric Selling as well as Stephen E. Heiman and Diana Sanchez's The New Strategic Selling and The New Conceptual Selling®. This volume clearly deserves to be included among them.

According to Eades, "Solution Selling" is a sales process which consists of a philosophy (the customer is the focal point), a map (how to get from where you are to where you want to be), a methodology (it includes tools, job aids, techniques, and procedures to succeed), and a sales management system (by which to analyze pipelines, qualify opportunities, and coach skills). Thus summarized, "Solution Selling" may seem to many, especially those with years of sales experience, to be simplistic. In fact, Eades offers some thought-provoking and unorthodox perspectives on what is seldom (if ever) simple: Persuading a sufficient number of people to buy whatever you offer for sale and then continue to do so, and at a margin sufficient to ensure sustainable profitability for your organization. Amazon and Borders offer this volume for sale in combination with Bosworth's book of the same title. Yes, there is much common material but also significant differences which reveal themselves when both Bosworth's book and then Eades's book are read in sequence.

FYI, I am among those who believe that (a) marketing and sales are separate but interdependent areas of activity, and (b) directly or indirectly, everyone within a given organization should be involved in both. With his material carefully organized within five Parts, Eades explains "Solution Selling" concepts; how to create new opportunities (e.g. "Diagnosing Before You Prescribe"); how to engage in active opportunities (e.g. "Selling When You Are Not First"), how to gain access to people with power, control the selling process, and close; and how to manage the sales process (e.g. "Creating and Sustaining High Performance Sales Cultures." Once marketing initiatives have created or increased demand for what is offered, the sale must then be made. Literally [in italics] everyone [end italics] within a given organization can and should -- directly or indirectly -- support marketing and sales initiatives.

Of course, it remains for each reader to determine which of Eades's ideas are most relevant, and, how best to apply them within a given competitive environment. However, I presume to offer a concluding word of caution: Make certain that you have a [in italics] repeatable, integrated sales execution process [end italics] rather than a grab bag of disconnected, often contradictory ideas about sales. When a horse is designed by a committee, the result frequently does resemble a camel.
11 internautes sur 12 ont trouvé ce commentaire utile 
HASH(0x96f41924) étoiles sur 5 New Solution Selling Draws a Sales Map 16 janvier 2007
Par Julie B - Publié sur Amazon.com
Format: Relié
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.
46 internautes sur 62 ont trouvé ce commentaire utile 
HASH(0x96f41d5c) étoiles sur 5 So what's "New"? 5 décembre 2003
Par Un client - Publié sur Amazon.com
Format: Relié
It's a re-write of the original classic by Michael T. Bosworth. It's the same old information in the same old format. The only "new" thing is the case study thread has changed. Why waste your time reading a knock off when you can read the original book by the ACTUAL creator of the material.
Does this author have no morals? How can you regurgitate someone else's ideas and get away with it? In school you get an "F" for plagiarism. In the business world you should lose your credibility when passing someone else's work off as your own!
If you are going to buy a book on Solution Selling, why not buy the original/classic version by the man who invented it. The process is great it works well, but I would not waste my money on a "new" version that has NO NEW CONTENT.
4 internautes sur 4 ont trouvé ce commentaire utile 
HASH(0x96f4512c) étoiles sur 5 One of the best on complex selling. 19 janvier 2010
Par Brian Burns - Publié sur Amazon.com
Format: Relié
I have read this book several times and it is clearly a must read book for anyone getting into selling. The key idea is to focus on the pain and how each person in buying will feel it. The strategies are little to structured and I have never seen anyone use the 9 box questions without bringing it on sales calls. The column A strategy is very useful and how to change it but the book suggests that there is only one way to sell which reduces the salesperson's credibility and natural flow.

If you are looking for a strategy book Strategic Selling is great and covers the many different players in a deal. SPIN is great for a single sales call strategy. The maverick selling method Selling includes strategy and highly complex selling by modeling the very top sellers. All these books are for the complex sale which requires buying involvement from several people in the target requiring a strategy to move the deal to closure.
10 internautes sur 14 ont trouvé ce commentaire utile 
HASH(0x96f45228) étoiles sur 5 Solutions that work. 24 avril 2004
Par Amazon Customer - Publié sur Amazon.com
Format: Relié
In my business humor book, "A Job Ain't Nothing But Work," I made a joke about everyone selling solutions these days. "My wife won't give me any. Got a solution for that?" But in the new book "The New Solution Selling," solutions are all business. It begins with a clear definition of what a 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." After this clear definition is given, author Keith M. Eades, founder and president of Sales Performance International and Solution Selling Inc, uses his expertise in sales for teaching the reader the necessary steps of selling, including pre-planning, cold calling, and the very important closing of the deal.

"The New Solution Selling" is not your run of the mill business book that typically renames and regurgitates business practices that have been in place for years. Instead, the book not only gives valuable information on the sales process but it also gives reliable examples. This includes sample pre-calling letters, thank you letters, and letters that ask for more business. Examples can be put into place immediately after reading the related chapter. It is perfect for the salesperson looking to penetrate the Fortune 500 market.

The book addresses major issues in the sales world, including what to do when your top salespeople are promoted to management, how to respond when you're not the first in line, and how to identify and respond to the pains your customers are facing.

Having graduated from business school and worked in sales for a number of years, I can tell you that this book is the real deal. It has found a permanent place on my business book shelf right next to "Who Moved My Cheese?" and "The 7 Habits of Highly Effective People." This is the kind of book that should be on college campuses all across America. It is a very informative and easy to follow book that every salesperson should own.

Emanuel Carpenter
[...]
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