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Product Description
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The editorial plan is to build an entire series of books with Eades’ company, Sales Performance International (SPI) built around the trademarked, Solution Selling®. brand. Increasingly, a salesperson’s success depends less on what they sell, and more on how they sell it. It seems as if everything has changed: buyers who once made time to discuss their problems now expect sales professionals to have the business savvy to diagnose their problems before they arrive.
As important, buyers will only buy from salespeople who can provide both convincing and workable solutions. The FieldBook provides hands on training that goes beyond The New Solution Selling® in several important ways:
• The FieldBook builds on the updated Solution Selling® sales processes, principles and management systems of The New Solution Selling. This is the first time a CD Rom with the key Solution Selling tools have been made available.
• Includes the 13 Principles of Solution Selling® , with examples, quizzes and self-assessment exercises for each. This takes the original concepts in The New Solution Selling to the next level.
• Includes more than 120 worksheets, letters, job aids and illustrations to better navigate salespeople through the nine boxes of solution selling®: It shows salespeople how to customize the message and the value proposition for each buyer.
• The Job Aid Build Guide is a hands-on tool that SPI uses before workshops to customize job aid examples and could be used to add real meat to the book.
• Templates: Each of the job aid is annotated with sidebars and notes that help salespeople better understand how to use them.
• “How to Use the Solution Selling®. Software:” This final section walks readers through the CD Rom. The overall look of the book will be very visual, chock full of tools, tests, job-aids, pain boxes, etc.
From the Back Cover
Market-proven tools and techniques for Solution Selling®, the world’s number-one sales execution methodology
More than 500,000 sales professionals worldwide have discovered the persuasive power of the revolutionary sales process--Solution Selling®. The Solution Selling Fieldbook now shows how to make Solution Selling work for you. This results-driven, step-by-step guide provides you with the methods, processes, job aids, tools, and techniques you need to:
- Stimulate interest, gain trust, and lead prospects to identify and admit pain
- Create and reengineer client buying visions
- Negotiate access to key decision makers to have "C" level conversations
- Differentiate your offerings to provide unique, value-driven solutions
- Dramatically shorten the cycle time between initial call and close <.i>Improve forecasting based upon verifiable outcomes within the sales process
The Solution Selling Fieldbook will give you the tools to plan and execute the Solution Selling process with every prospect, and improve both your and your organization’s ability to win the business--by selling the solution.
Includes exclusive Solution Selling CD-ROM!
- 30 Solution Selling Job Aid templates, with detailed usage descriptions for each
- Hyperlinks for instant access to valuable Solution Selling Web sites and pages
- Data import and export capabilities, allowing sharing of sales opportunities and job aids with other members of your sales team
- Installation files for a fully functional trial copy of the Solution Selling Software application
Sharpen your pencils. Read the first page
Concordance
Front Cover | Copyright | Table of Contents | Excerpt | Index | Back Cover
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Customer Reviews
Eades formula for sales success in The New Solution Selling is: Pain x Power x Vision x Value x Control = Sale. The authors of the fieldbook maintain that a successful sales call is a result of effective planning and research. Fortunately, the fieldbook provides all of the tools to effectively plan the sales call.
The fieldbook begins by helping salespeople identify areas of pain in their accounts. As the book points out, "no pain, no change." Discovering the pain is the most important step in the process because it influences everything else that happens in the sales call. The worksheets and examples in the fieldbook help the salesperson identify the "pain" in his or her accounts. An important issue to understand is that pain varies depending upon the key player's job responsibilities. Too often, salespeople focus on one player in the buying center and ignore the others. By providing a systematic format, the fieldbook helps the salesperson make sure that the key players in an account have been identified. While each key player has unique pain areas, the effects of the pain are felt at the company level. The fieldbook helps the salesperson create a pain checklist to illustrate how each key player's pain aggregates at the organizational level.
Of course, planning does no good unless the salesperson is able to talk with the key players in a prospective client's firm. Consequently, the fieldbook moves on to stimulating interest and provides many examples for how to do that in the initial call to a prospect. It also provides letter templates in the event that the initial contact is made by mail. Once contact is established, there is no guarantee that the key player(s) will realize his or her pain. As every good salesperson knows, just because s/he can identify the pain doesn't mean that the prospect willing to do something about it. The fieldbook provides job aids to help the salesperson get the prospect to acknowledge the pain.
Finding and developing the prospect's pain is important so that the salesperson can help create a vision for the solution. Value must be an integral part of this vision. The salesperson needs to lead the sales call with value propositions to stimulate interest. By getting the right kind of information during the sales call, the salesperson can verify and justify the value of the solution. Value justification should be stated in terms of benefits expected (increased profits, increased revenue, or decreased costs). And, as always, The Solution Selling Fieldbook provides templates and exercises to help the salesperson accomplish this difficult task.
In summary, The Solution Selling Fieldbook is an excellent "how to" book for implementing the contents of The New Solution Selling. Salespeople who use this fieldbook diligently should see an increase in overall sales.
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