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Solution Selling: Creating Buyers in Difficult Selling Markets [Hardcover]

Michael T. Bosworth (Author)

4.3 out of 5 stars See all reviews (15 customer reviews)

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Product details

Hardcover: 224 pages
Publisher: McGraw-Hill Professional (1 Sep 1994)
Language English
ISBN-10: 0786303158
ISBN-13: 978-0786303151
Product Dimensions: 24.4 x 19.4 x 2.7 cm

Average Customer Review: 4.3 out of 5 stars See all reviews (15 customer reviews)

Amazon Bestsellers Rank: 32,462 in Books (See Top 100 in Books)
- #55 in Books > Business, Finance & Law > Sales & Marketing > Advertising

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Review

``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 )

Product Description

Solution Selling is the most comprehensive sales and sales management process available today.

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Inside This Book (Learn More)

First Sentence
Solution Selling is not just a methodology for bag-carrying, on-quota salespeople. Read the first page

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Customer Reviews

15 Reviews

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4 star:		(3)
3 star:		(0)
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Average Customer Review

4.3 out of 5 stars (15 customer reviews)

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Most Helpful Customer Reviews

12 of 13 people found the following review helpful:

5.0 out of 5 stars Really excellent book, 17 July 2002

Mr Andrew Ward (United Kingdom) - See all my reviews

This review is from: Solution Selling: Creating Buyers in Difficult Selling Markets (Hardcover)

Having seen this recommended as "the book" on selling in an ASTD Training Magazine, I read this book as a relative novice to selling strategies and found it really excellent - practical, focused and really readable. I particularly liked the section on how to implement sales management processes and strategies based on the strategies outined in the book.

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.

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19 of 22 people found the following review helpful:

1.0 out of 5 stars DON'T BELIEVE THE HYPE!!, 7 April 2003

Me@VIP "vipmedia" (UK) - See all my reviews

This review is from: Solution Selling: Creating Buyers in Difficult Selling Markets (Hardcover)

After about page 20 I started to get extremely bored. The book is 240 pages long and in my opinion at least 100 pages TOO long. It takes you all round the houses, so to speak and waffles on about a load of nonsense, before EVENTUALLY getting to the point. In other words it is unneccesarily long winded and uses too many expletives without good reason.

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!!

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7 of 8 people found the following review helpful:

5.0 out of 5 stars If you can read only one book on selling, this is the one., 12 Dec 1998

By A Customer

This review is from: Solution Selling: Creating Buyers in Difficult Selling Markets (Hardcover)

This is the absolute best work on selling complex products in difficult selling markets. It covers all the essential elements needed to take people "familiar with selling" up to the next level of "high-performing achievers." For high-tech companies, it explains a cornerstone philosophy, on par with "Crossing the Chasm."

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› See all 15 customer reviews on Amazon.co.uk

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› Go to Amazon.com to see all 46 reviews 4.8 out of 5 stars

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Most Recent Customer Reviews

5.0 out of 5 stars Solution Selling
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 more

Published 11 months ago by IanG

5.0 out of 5 stars Great theory - harder in practice
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 more

Published on 19 Oct 2009 by Shaun Varga

5.0 out of 5 stars Savvy guide to business-to-business selling
Instead of focusing on a prospective buyer, many salespeople spout lists of their product's or service's features and benefits. Read more

Published on 7 July 2009 by Rolf Dobelli

4.0 out of 5 stars You're probably doing this already
This book defines the process of the complex B2B sale. If you work for a major company that provides large scale solutions to businesses you will recognise some of the theory. Read more

Published on 1 July 2007 by Matthew Reeve

4.0 out of 5 stars Valuable, accessable set of techniques for solution selling
I observe that there are two extremes of selling - emotional selling and rational selling; and that the best sales people do both. Read more

Published on 16 Feb 2006 by rpostance

1.0 out of 5 stars Nonsense
I don't generally write reviews, but in this instance felt I must. 'Solutions Selling' is unadulterated rubbish - please, please, please don't bother buying it.

Published on 22 Feb 2004 by Andrew Mackay

5.0 out of 5 stars The only sales manual you need on your bookshelf
Mike Bosworth has written an extraordinarily good book in Solution Selling which gets to the heart of what sales excellence is all about. Read more

Published on 22 Aug 2002 by Marc Philippo

5.0 out of 5 stars An absolute must for all successful sales teams!
Bosworth describes this as "Creating buyers in difficult selling markets". It is much more. Read more

Published on 21 Aug 2001 by terry_forsey@compuserve.com

5.0 out of 5 stars I hope my competitors don't read this book!
This is the book that I have been waiting for. Mike Bosworth is able to capture the give and take of a sales call in a way that emphazises integrity in the sales process. Read more

Published on 2 Sep 1998

5.0 out of 5 stars Bosworth shows how to "help the buyer buy" intelligenly.
It helps the seller to sell like an artist showing him how to find the critical issue, so he can resolve it, with his product or service. Or design a Solution. Read more

Published on 27 Jun 1998

› See all 15 customer reviews on Amazon.co.uk

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