This book helps one strategize his selling and predict customer behaviors. Cheggs textbook solutions go far behind just giving you the answers. Instead, they simply trick out their products as solutions and. Solution selling is the most comprehensive sales and sales management process available today. Nov 03, 2011 we use your linkedin profile and activity data to personalize ads and to show you more relevant ads.
The breakthrough process used by more than 500,000 sales professionals worldwide. Access a free summary of the new solution selling, by keith m. Sales training and sales coaching programs based on 5 critical selling skills and a structured sales process. Solution based selling will also teach sales professionals how to prepare questions to identify high priority customer. 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 fieldproven solutions to those. The new b2b sales process is enormously stressful for buyers. Spin selling is a sales methodology book for those who work in companies that make large b2b sales. The answers to those questions clarify the customers needs for the customer as well as the salesperson and enable the salesperson to offer a solution to those needs.
A solution is the answer to a problem and therefore, before you can sell a solution, you have to identify a problem. The new solution selling expands the classic texts 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. Transactional selling is focused solely on hitting revenue targets. Solution selling created new rules for onetoone selling of hardtosell items. Mike bosworth is probably the smartest guy i ever met in the sales training world. Why executives dont respond to solution selling customerthink. If you wish to become a solutions provider and business advisor to your clients, you must first uncover the problem or problems and help educate the buyer to them. Selling is no longer about psychological games and forceful personalities.
Since solution sales demand a customers need, the first step involved in solution sales is to either identify, uncover or create a need for your customer. Creating buyers in difficult selling markets, was brilliant, and full of great. This book explains in detail what goes on during a sale and offers profound insight to the art of selling complex products. This lively and liberating book will teach you to do just that.
It is because salespeople are so busy selling, they didnt give customers a chance to buy. Our action selling and customer relationship professional workshops are customized solutions focused on longterm reinforcement. Approaching a difficult situation problemoriented might be helpful if we attempt to avoid similar problems or mistakes in the future, but when it comes to solving the problem we simply waste large amounts of. Pdf selling solutions by selling value researchgate. Solution selling is a type and style of sales and selling methodology. This resultsbased book will show you how to improve your sales performance by first understanding your customers challengesand then providing intelligent, accessible, and fieldproven solutions to those challenges. Keep in mind that buyers today are more informed than they were when this book was written. Solution selling is the best methodology ive seen for placing emphasis on business issues rather than product. Customer service training built on customer loyalty through internal alignment.
Solution selling first won its wellearned reputation among technology companies. Bookscouters buyback price comparison helps you sell your books for the best price. Free shipping and pickup in store on eligible orders. Solution selling will help advance your ability to connect with business owners and focus on what matters to them the most making their business run better, grow faster, and make more money. Price solutions based on total business value delivered, not component features. Solutions based selling means providing answers to problems. Solution selling mike bosworth this is the book that put mike on the map.
I use it to authenticate my ideas on valuesolutions selling, and the sales management practices in the book are very helpful, and easily built into a companies. Consultative selling stands in stark contrast to transactional selling. Solution selling training teaches sales professionals exactly how to prepare a customer focused introduction that customers will find compelling so that they meaningfully engage early in the sales cycle. Instead of focusing on a prospective buyer, many salespeople spout lists of their products or services features and benefits. By focusing on the positive resources and skills a solution focused approach can enhance the workplace, school, home, or community experience for all members of that environment. Since youre probably not going to read all 389,164 of them, i thought it might be useful to identify the ten that should be in every business library. Question based selling qbs is a commonsense approach to sales, based on the theory that what salespeople askand how they askis more important than anything they will ever say. Mike bosworth founded solution selling in 1983, based on his experiences at xerox corporation the xerox spin selling pilot project began licensing affiliates in 1988. Aug 26, 2017 you can solution sell without a single packaged solution in your product line.
A must read for anyone in sales or business in general. This chapter embeds the sales transformation into a broader change of business logic, analyzes the value based solution selling from the value proposition communication and differentiation method. Nearly 10 years ago, the influential bestseller solution selling literally rewrote the rules for selling bigticket, longcycle products. Creating buyers in difficult selling markets, was brilliant, and full of. The sandler enterprise selling program ses gives organizations who sell into complex accounts a quantifiable enterprise selling system that can be launched, measured, tested, and amplified at any step of the process. Strengths based selling gives salespeople practical, handson advice. Identifying a customer need essentially entails determining what exact need your customer has as it relates to your products ability to solve the need. This resultsbased book will show you how to improve your sales performance by first understanding your customers challengesand then providing. The solution selling matrix is a perfect tool to define an initial solution for addressing the pains of a prospect moving into system integration what is causing you to have this pain. This technique makes sense because in order to present solutions, you first must learn your customers needs.
Ses provides both a clear methodology and an easytograsp crossfunctional vocabulary. Solution selling has a salesperson or sales team use a sales process that is a problemled rather than productled approach to determine if and how a change in a product could bring specific improvements that are desired by the customer. If the value of your product or service is small, you can carry on i have spent many unnecessary minutes on books written on a blemished premise. Jun 20, 2007 solution based selling is a term that has been used since the 90s and describes a selling approach that was a shift for many organizations. Since the publication of my first book in 1986, value added selling techniques, ive invested ninety percent of my speaking time spreading the good news about valueadded selling to audiences all over the world. Sales expert, john butel, shares his tips on how to sell solutions successfully. Our work with a wide variety of companies suggests that solutions selling does offer a considerable prize, but that it does not come easy. After reading this book, salespeople and sales managers will be able. Learn what solution selling is and how to get started with this methodology. Develop a training program involving regular and onthejob learning. Delivering customer outcomes versus selling products.
Amazon contains 340,737 book titles containing the word sales and 48,427 containing the word selling. Yes, you can solution sell without selling solutions. True, solution selling has a longer selling cycle simply because there is more listening and probing taking place. Besides yourself, who else is impacted by this pain and how. Eades and 20,000 other business, leadership and nonfiction books on getabstract. 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.
After reading this book, salespeople and sales managers will be able to use a welltested model that guides them through the process of selling. In an hbr article, ceb and hbr explain the nature of the shift. Aug 30, 2012 a study done by us based sirisdecisions in november 2011 showed that decision makers complete upwards of 70% of the purchase making process before calling in salespeople. Thats why youre finding it harder to get a meeting or struggling to sustain the conversation with a customer executive. I observe that there are two extremes of selling emotional selling and rational selling. In recent decades sales reps have become adept at discovering customers needs. Insight selling is the new solution selling forbes. In needs based or consultative selling, the salesperson establishes what those needs are through a series of openended, relationshipbuilding questions. Solutionbased thinking can be applied to any problems or situations you encounter at work, at home, in the community. Get the key points from this book in less than 10 minutes. Selling textbooks online pays you more than college bookstores. Once upon a time, that approach was novel, but in todays changing. The revolutionary sales process that is changing the way people sell by keith m. Solution selling is simply an approach to how you sell your product.
Value based selling is the process of understanding and reinforcing the reasons why your offer is valuable to the purchaser. To again answer the question posed by the title of this post. The revolutionary sales process that is changing the way people sell kindle edition by eades, keith m download it once and read it on your kindle device, pc, phones or tablets. The ultimate master of professional selling explains how to sell more, more easily, more quickly, and to more people not to be missed. He began teaching solution selling as an independent consultant in 1982. A salespersons selling strategies will differ, depending on the type of relationship the buyer and seller either have or want to move toward. It is true that selling is just a simple name for the complex mental wars that happens between the buyer and the seller. The new solution selling focuses on streamlining the proven solution selling process and quickly differentiating both oneself and ones products from the competition while decreasing the time spent between initial qualifying and a successful, profitable close. This results based book will show you how to improve your sales performance by first understanding your customers challengesand then providing intelligent, accessible, and fieldproven solutions to those challenges.
Rather than just promoting an existing product, the salesperson focuses on the customers pains and addresses the. Sep 20, 2005 jeff thull is president and ceo of prime resource group. Oct 29, 2007 mike bosworth is probably the smartest guy i ever met in the sales training world. The solution selling fieldbook helps you integrate the plans nutsandbolts techniques into your own daytoday practices, and immediately gain access to key decision makers, diagnose buyers business issues, and increase topline sales. As such, any silos or archaic compensation strategies that impede solution selling. These classic sales books should be in every business library. In nearly every case that we have seen, merging products and services into solutions requires a change to the business model and the. Gill wagner is a local sales consultant based out of st. Check out the below ebook for how to create a solution selling ppt that closes deals. There are thousands of sales books, but which are best for you. Solutions selling has been all the rage over the last 5 to 10 years, yet 75 percent of the companies that attempt to offer solutions fail to return the cost of their investment. Its the book that started a revolution of leading sales by uncovering the entire landscape of your buyer and sprinkling in sales content along the way. Solution selling is a process to take the guesswork out of difficulttosell, intangible products and services.
Sandler enterprise selling program sales sandler training. Certainly it can be easier to solution sell when you are selling solutions. Solution selling refers to the philosophy or practice of uncovering a customers pain points and then providing products and services that address the underlying business problem. Valueadded selling is more than a book, a speaker, a seminar, or this years management theme. Close the value gap, increase margins, and win the complex sale dearborn trade publishing, 2005 and mastering the complex sale 2003. Book based sellutions you cant teach a kid to ride a bike at a seminar by david sandler. Traditional solution selling is based on the premise that salespeople should lead with openended questions designed to surface recognized customer needs. We will tailor our products and services so that they fit your reality precisely. His or her goal is a highquality decision based on an honest, thorough, and rational evaluation of the correlation between the customers problem and the sellers solution. Another common belief is that the salesperson needs to follow a difficult dialogue or script, as solution selling is believed to be more comprehensive than their selling style. The solution selling methodology isnt just for the sales team. Jan 19, 2018 develop proficiency at solutionsellinga customerfocused approach to salesand learn why it is critical when selling large deals and sophisticated products and services.
Learn how to solve your math, science, engineering and business textbook problems instantly. The board is concerned about our industry reputation based on feedback from. Bosworth is a sales trainer and consultant who lectures at the stanford graduate school of business and at a stanford marketing program for technology firms. After all, the goal of the prime solution salesperson is not to get a signed order. Louis, mo, where he was recently voted one of the top 100 people in st. For starters, determining what solutions are required is based on value, not the features and benefits of the product or. How selling a solution is different from selling a product.
Product and service selling is based on the salespersons ability to uncover a buyers need and then introduce the benefits of a product or service that will most closely and effectively satisfy that need. Integrity selling selling solutions and training for. He presented his sales process as a one day workshop to xerox corporation in 1982. Others prefer to think about possible solutions that help them to solve a problem solution focused thinking. Cv servicios managing our sales in a downturn economy develop sales materials and collaterals aligned with solution selling approach. This book solution selling captures the strongman process perfectly a must buy for any salesbusiness professional out there. Dec 06, 2010 consequently, buyside executives are conditioned to block out generic solution selling noise. While traditional solution selling is still dead, the changing b2b landscape has given rise to a new bestinbreed sales methodology.
Solution selling is a sales methodology that became popular in the 1980s. It enables sel when products or services are hard to describe, intangible, have long sell cycles, or are expensive, chances are theyre difficult to sell. In the 4 pricing methods, we discussed how the value comparison method is often the best way to support a high price on your offer. It enables sellers to make the way they sell as big an advantage as their product or service. To access the solution selling module, follow the steps below. How the best connect and win in high stakes sales september 2006, the prime solution. Now the new solution selling shows how the same principles and process may be applied to any business relationship in any industry. Consultative selling, while also interested in hitting revenue targets, aims to do that by helping customers succeed. The hardest thing about b2b selling today is that customers dont need you the way they used to. Based on an exhaustive study of thousands of sales reps across multiple industries and geographies, the challenger sale argues that classic relationship building is a losing approach, especially when it comes to selling complex, largescale businesstobusiness solutions.845 633 740 664 825 51 674 873 1070 1528 584 686 527 392 1059 202 140 1418 397 364 63 927 645 575 1099 408 434 1504 921 851 447 155 1241 345 1016 1419 194 24 1454 622 476