Solution Selling: Creating Buyers in Difficult Selling Markets

''Solution Selling is the most comprehensive sales and sales management process available today. Mike Bosworth has the best understanding of sales process in corporate America.''Jeffrey M. Fisher, Vice President, Symix Computer Systems.

In this age of rapidly-advancing technology, sales professionals need a reliable method for selling products and services that are perceived as sophisticated or complex. This book offers techniques for overcoming the customer's resistance, showing how to generate prospects and new business with a unique value-perception approach, create a set of tools that enable sales managers to manage pipeline, assign prospecting activity, control the cost of sales, and more.

Solution Selling is a process to take the guesswork out of difficult-to-sell, intangible products and services. It enables sellers to make the way they sell as big an advantage as their product or service. After reading this book, salespeople and sales managers will be able to use a well-tested model that guides them through the process of selling. No more smoke and mirrors, blind luck, or high-pressure selling. Just a step-by-step system that ensures a higher rate of success for salespeople and a higher probability that the buyer's expectations will be met. Solution Selling shows how to:

• Differentiate yourself from your competition and dispel negative sales stereotypes by changing the way you sell.
• Generate qualified prospects and new business by learning how to gain access to power, influence committee decisions, and negotiate the sell cycle.
• Synchronize your selling tactics with your prospect's buying cycle and lead more prospects to make a buying decision.
• Motivate prospects to take action by helping them see themselves solving their own problems by using your product or service.
• Seize control of the situation and make the sale yourself even when the competition is there first.
• Close with confidence without using high pressure.

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