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Solution Selling: Creating Buyers in Difficult Selling Markets Hardcover – 1 Sep 1994

4.2 out of 5 stars 18 customer reviews

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Product details

  • 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

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Product Description

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

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".

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Inside This Book

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Solution Selling is not just a methodology for bag-carrying, on-quota salespeople. Read the first page
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Front Cover | Copyright | Table of Contents | Excerpt | Index | Back Cover
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Customer Reviews

4.2 out of 5 stars
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Top Customer Reviews

Format: 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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Format: Hardcover
Mike Bosworth has written an extraordinarily good book in Solution Selling which gets to the heart of what sales excellence is all about. I read this book and was so taken by its message, I managed to get my wife excited about it, and she's an artist. And then I read it all over again.
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.
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Format: Hardcover
Bosworth describes this as "Creating buyers in difficult selling markets". It is much more.
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.
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Format: Hardcover Verified Purchase
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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Format: Hardcover
Instead of focusing on a prospective buyer, many salespeople spout lists of their product's or service's features and benefits. Does the buyer have a problem that these advantages solve? Maybe. The salesperson doesn't know or care. He or she "sprays and prays," hoping one of the product's bells and whistles will engage the buyer - who just wants the conversation to stop. Sales trainer Michael T. Bosworth suggests a different approach. He teaches salespeople to use an engaging question-and-answer process to learn potential customers' individual needs. With this diagnostic approach, the salesperson can specify the product or service that meets those needs. getAbstract recommends the author's clear explanation of his sales method. Bosworth shows you how to shed the high-pressure, "always-be-closing" mindset and align your sales approach with a buyer's real desires. This is the true nature of business-to-business selling.
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Format: Hardcover Verified Purchase
I was recommended this book by my mentor, who said it'd be appropriate for the business I founded (we're a rapidly growing government funding advisor/facilitator).

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.
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Format: Hardcover
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. If you've been selling succesfully but haven't followed any particular methodology then this book will highlight why you win some sales and why you don't others. For anyone involved in B2B sales it will without doubt improve their sales results. I was a little surprised by the readers who gave it only 1 or 2 stars. It's a very worthwhile and easy read that can be skimmed quickly to gain the major points. I think most of the major US IT companies must set their strategy by this book, they certainly seem to follow the overall principles of the process.
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