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The New Solution Selling by Keith Eades (Hardcover, 2003)

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A guide providing hands-on value to frontline salespeople as well as sales managers and executives. 90 charts and tables. McGraw-Hill authors represent the leading experts in their fields and are dedicated to improving the lives, careers, and interests of readers worldwide.

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Product Information

The Powerful and Proven Solution Selling(r) 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(r) 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.

Product Identifiers

Publisher
Mcgraw-Hill Education-Europe
ISBN-13
9780071435390
eBay Product ID (ePID)
96832977

Product Key Features

Author
Keith Eades
Publication Name
The New Solution Selling
Format
Hardcover
Language
English
Subject
Marketing
Publication Year
2003
Type
Textbook
Number of Pages
324 Pages

Dimensions

Item Height
241mm
Item Width
193mm
Item Weight
755g

Additional Product Features

Title_Author
Keith Eades
Country/Region of Manufacture
United States

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item 1 The New Solution Selling, Eades, Keith
AU $25.34
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item 2 The New Solution Selling: The Revolutionary Sales Process That i
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item 3 The New Solution Selling (HB, 2004)
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item 4 The New Solution Selling Keith Eades Hard Cover 2004 McGraw-Hill USA
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item 5 The New Solution Selling by Eades M. Keith - Book - Hard Cover
AU $38.10
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item 6 The New Solution Selling: The Revolutionary Sales Process That is Changing the W
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item 7 Keith Eades The New Solution Selling (Hardback) (US IMPORT)
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Picture 1 of 1

The New Solution Selling by Keith Eades (Hardcover, 2003)

About this product

Product Information

Product Identifiers

Product Key Features

Dimensions

Additional Product Features

All listings for this product

item 1 The New Solution Selling, Eades, Keith

item 2 The New Solution Selling: The Revolutionary Sales Process That i

item 3 The New Solution Selling (HB, 2004)

item 4 The New Solution Selling Keith Eades Hard Cover 2004 McGraw-Hill USA

item 5 The New Solution Selling by Eades M. Keith - Book - Hard Cover

item 6 The New Solution Selling: The Revolutionary Sales Process That is Changing the W

item 7 Keith Eades The New Solution Selling (Hardback) (US IMPORT)

Best Selling in Adult Learning & University

Australian Guidebook for Structural Engineers by Lonnie Pack (Paperback, 2019)

Eduqas GCSE (9-1) Religious Studies Route B: Catholic Christianity and Judaism by Deirdre Cleary, Andrew Barron, Joy White, Patrick Harrison (Paperback, 2017)

Time Management by Peter Quarry (Paperback, 1986)

The Ethnic Cleansing of Palestine by Ilan Pappe (Paperback, 2007)

Save on Adult Learning & University

The Australian Native Bee Hive Book: Keeping Stingless Sugarbag OATH Tim Heard

Weed Forager's Handbook: A Guide to Edible and Medicinal Weeds in Australia by A

Netter Atlas of Human Anatomy: Classic Regional Approach

The Indoctrinated Brain: How to Successfully Fend Off the Global Attack on Your

Tuning the A-Series Engine: the Definitive Manual on tuning for Performance or E

Classical Mechanics: The Theoretical Minimum by George Hrabovsky

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