The Solution Selling Fieldbook Practical Tools, Application Exercises, Templates and Scripts for Effective Sales Execution

by Eades, Keith; Touchstone, James; Sullivan, Timothy

• ISBN13: 9780071456074
• ISBN10: 0071456074
• Edition: 1st
• Format: Paperback
• Copyright: 2005-07-14
• Publisher: McGraw-Hill Education

Summary

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 Sellingreg;: the original book, published in 1994, has sold more than 130,000 copies and still selling well, and the sequel, The New Solution Sellingreg;, 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 Sellingreg;. 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 Sellingreg; in several important ways:bull; The FieldBook builds on the updated Solution Sellingreg; 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.bull; Includes the 13 Principles of Solution Sellingreg; , with examples, quizzes and self-assessment exercises for each. This takes the original concepts in The New Solution Selling to the next level.bull; Includes more than 120 worksheets, letters, job aids and illustrations to better navigate salespeople through the nine boxes of solution sellingreg;: It shows salespeople how to customize the message and the value proposition for each buyer.bull; 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.bull; Templates: Each of the job aid is annotated with sidebars and notes that help salespeople better understand how to use them.bull; "How to Use the Solution Sellingreg;. 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.

Author Biography

Keith M. Eades is the Chairman and Senior Managing Prtner of Sales Performance International and the author of The New Solution Selling.

James N. Touchstone leads and manages the development of Solution Selling for Sales Performance International.

Timothy T. Sullivan leads and manages business development for Sales Performance International.

Table of Contents

Introduction	v
Acknowledgments	ix
PART ONE Getting Started
How to Use This Fieldbook	3	(4)
Solution Selling Overview	7	(10)
PART TWO Creating New Opportunities
How to Conduct Effective Pre-Call Planning and Research	17	(24)
How to Stimulate Interest with Prospects	41	(26)
How to Help Prospects Admit Pain	67	(20)
How to Diagnose Pain and Create a Vision of a Solution	87	(36)
PART THREE Engaging in Active Opportunities
How to Sell When You Are Not First	123	(18)
How to Reengineer a Vision of a Solution	141	(16)
PART FOUR Qualifying, Controlling, and Closing Opportunities
How to Gain Access to Power	157	(18)
How to Control the Buying Process	175	(20)
How to Sell Value	195	(12)
How to Reach Final Agreement	207	(14)
How to Measure and Leverage Success	221	(8)
PART FIVE Managing Your Opportunities
How to Manage Your Opportunities	229	(94)
Afterword	241	(4)
PART SIX Solution Selling Reference Section
Appendix A How to Use the CD-ROM	245	(8)
Appendix B Solution Selling Job Aid Templates	253	(70)
Index	323