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Solution Selling: Creating Buyers in Difficult Selling Markets
 
 
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Solution Selling: Creating Buyers in Difficult Selling Markets (Hardcover)

by Michael T. Bosworth (Author) "Solution Selling is not just a methodology for bag-carrying, on-quota salespeople ..." (more)
4.2 out of 5 stars See all reviews (13 customer reviews)
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Solution Selling: Creating Buyers in Difficult Selling Markets + The New Solution Selling: The Revolutionary Sales Process That is Changing the Way People Sell + The Solution Selling Fieldbook: Practical Tools, Application Exercises, Templates and Scripts for Effective Sales Execution
Price For All Three: £47.10

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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: 23.6 x 19.6 x 2.4 cm
  • Average Customer Review: 4.2 out of 5 stars See all reviews (13 customer reviews)
  • Amazon.co.uk Sales Rank: 162,588 in Books (See Bestsellers in Books)

    Popular in these categories:

    #59 in  Books > Business, Finance & Law > Management > Marketing Management
    #82 in  Books > Business, Finance & Law > Sales & Marketing > Sales Techniques

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  • 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 )

Product Description
""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.

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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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Front Cover | Copyright | Table of Contents | Excerpt | Index | Back Cover
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Customer Reviews

13 Reviews
5 star:
 (8)
4 star:
 (3)
3 star:    (0)
2 star:    (0)
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Average Customer Review
4.2 out of 5 stars (13 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 Jul 2002
By Mr Andrew Ward (United Kingdom) - See all my reviews
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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15 of 17 people found the following review helpful:
5.0 out of 5 stars The only sales manual you need on your bookshelf, 22 Aug 2002
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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16 of 19 people found the following review helpful:
5.0 out of 5 stars An absolute must for all successful sales teams!, 21 Aug 2001
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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Most Recent Customer Reviews

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 9 days ago 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 2 Jul 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

1.0 out of 5 stars DON'T BELIEVE THE HYPE!!
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. Read more
Published on 8 April 2003 by Me@VIP

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

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

5.0 out of 5 stars This is the best book on buyer-friendly selling there is.
Mike Bosworth and Solution Selling provides savy strategies and tactics that help solve the biggest problem between business and consumers today: misalignment. Read more
Published on 26 Jun 1998

4.0 out of 5 stars A step by step process for creating more interest and sales
For many sales reps understanding the sales process and impacting it are innate for others its not. Bosworth shows the reader step by step what to do when and how to do it. Read more
Published on 24 Nov 1997

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