- Hardcover: 272 pages
- Publisher: McGraw-Hill Professional (1 Sept. 1994)
- Language: English
- ISBN-10: 0786303158
- ISBN-13: 978-0786303151
- Product Dimensions: 19.3 x 2 x 24.1 cm
- Average Customer Review: 4.2 out of 5 stars See all reviews (18 customer reviews)
- Amazon Bestsellers Rank: 74,952 in Books (See Top 100 in Books)
- See Complete Table of Contents
Solution Selling: Creating Buyers in Difficult Selling Markets Hardcover – 1 Sep 1994
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More About the Author
"Solution Selling is an excellent vehicle to teach new salespeople critical sales skills and allow experienced salespeople to fine tune their skills. Solution Selling is the best methodology I've seen for placing emphasis on business issues rather than product." -- Gorshi, Dan Sales Manager, AT&T Global Business Communications Systems "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." -- Fisher, Jeffrey M. Vice President, Symix Computer Systems
From the Author
Redefinition of the concept of Selling
If we redefine selling as "facilitating the buying process", then we can not only share a common objective with marketing people, but also eliminate the distasteful behaviors associated with salespeople - high pressure, product pushing regardless of buyer need, etc. People love to buy but hate to feel "sold".
Inside This Book(Learn More)
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Top Customer Reviews
Despite the title, I also found it highly relevant to professional services selling - my area of interest.
I have since attended a selling skills course and, quite frankly, the book was better - richer, better explained and using excellent examples.
Mike takes that most complex topic, building rapport, demonstrating competence and establishing trust with buyers and provides a common sense process that works. No matter how good or bad your product is, with Mike's process you will win over your competition. His practical experience shines through in the text and his writing style makes you feel you're right there in the seminar with him. I recognised many of the difficult sales situations he describes which have taxed me over the years and was amazed at how time and again he provides a common sense solution that appears obvious in hindsight.
If you are involved in selling complex products with long buying cycles in mature markets, you owe it to your career to read this book.
Solution selling provides a salesman with the practical tools to ensure they truly understand their customers needs, enable them to create a vision of a solution (biast towards their product) and then manage the sales process to deliver a successful sale.
An excellent text for all professional salesmen.
My objective was to refresh my selling skills and was looking for some innovative ideas so that I didn't become too complacent. I have enjoyed a very successful 12 years in sales, but I am always looking at ways to improve myself. There are a lot of better books around than this one. And did I learn anything from reading it? To be honest, I picked up TWO useful tips from the WHOLE book.
To summarise, if you've got nothing better to do and have loads of spare time, then buy and read this book. If you would rather learn some good tips and enjoy more of your spare time...FORGET IT!!
I read it, and about halfway through, ordered a copy for my entire sales team and gave them a task for this month to read it. There is a lot of wisdom and experience packaged in this book, as well as a very sensible system for structuring the sales process. We're still using our own system at this point, but we will probably update our sales process to match (well, after the sales team finishes reading it, at the very least).
So, a very strong recommendation if you need to learn, or teach, sales to other people who are not necessarily naturals at it.
Most Recent Customer Reviews
Recommended by my boss, so took the time to purchase and read. Good book, but only if you are interested in solution selling... Not a bedtime read, really!Published on 4 Jan. 2013 by Matt Leighton
I have bought this book as it was recommended by a sales "guru". After 35 pages I nearly fell asleep. Read morePublished on 15 Aug. 2012 by Culture Enthusiast
This book was recommended by an IT consultant and did not disappoint. Having just moved into software sales from selling tangible products, reading this was like "turning on the... Read morePublished on 3 Mar. 2011 by IanG
I certainly agree with other reviewers that this is one book anyone in sales should read. It's an approach that works extremely well for people involved in selling complex, high... Read morePublished on 19 Oct. 2009 by Shaun Varga
I observe that there are two extremes of selling - emotional selling and rational selling; and that the best sales people do both. Read morePublished on 16 Feb. 2006 by Rich P
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