Autres vendeurs sur Amazon
+ EUR 0,01 (livraison)
The New Solution Selling: The Revolutionary Sales Process That is Changing the Way People Sell (Anglais) Relié – 1 décembre 2003
|Neuf à partir de||Occasion à partir de|
- Choisissez parmi 17 000 points de collecte en France
- Les membres du programme Amazon Prime bénéficient de livraison gratuites illimitées
- Trouvez votre point de collecte et ajoutez-le à votre carnet d’adresses
- Sélectionnez cette adresse lors de votre commande
Produits fréquemment achetés ensemble
Les clients ayant acheté cet article ont également acheté
Description du produit
Quatrième de couverture
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.
Biographie de l'auteur
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.
Aucun appareil Kindle n'est requis. Téléchargez l'une des applis Kindle gratuites et commencez à lire les livres Kindle sur votre smartphone, tablette ou ordinateur.
Pour obtenir l'appli gratuite, saisissez votre numéro de téléphone mobile.
Détails sur le produit
Si vous vendez ce produit, souhaitez-vous suggérer des mises à jour par l'intermédiaire du support vendeur ?
Meilleurs commentaires des clients
Un problème s'est produit lors du filtrage des commentaires. Veuillez réessayer ultérieurement.
Commentaires client les plus utiles sur Amazon.com
It is not a great book for teaching in a live classroom, such as a sales office. It is too drawn out to provide tactical advice and immediate impact for most people. There are better books for that purpose.
Not bad if you are trying to understand theory behind solution selling and have never read anything about it before.