Quantity:

More Buying Choices

46 used & new from �1.92

Have one to sell? Sell yours here

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 (14 customer reviews)

RRP:	�18.99
Price:	�12.88 & this item Delivered FREE in the UK with Super Saver Delivery. See details and conditions
You Save:	�6.11 (32%)
	o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o

In stock.
Dispatched from and sold by Amazon.co.uk. Gift-wrap available.

Only 5 left in stock--order soon (more on the way).

Want guaranteed delivery by Friday, November 13? Choose Express delivery at checkout. See Details

23 new from �10.00 23 used from �1.92

Frequently Bought Together

Price For All Three: �33.97

Show availability and delivery details

This item: Solution Selling: Creating Buyers in Difficult Selling Markets by Michael T. Bosworth
In stock.
Dispatched from and sold by Amazon.co.uk.
This item Delivered FREE in the UK with Super Saver Delivery. See details and conditions
The New Solution Selling: The Revolutionary Sales Process That is Changing the Way People Sell by Keith M. Eades
In stock.
Dispatched from and sold by Amazon.co.uk.
This item Delivered FREE in the UK with Super Saver Delivery. See details and conditions
Hope Is Not a Strategy: The 6 Keys to Winning the Complex Sale by Rick Page
In stock.
Dispatched from and sold by Amazon.co.uk.
This item Delivered FREE in the UK with Super Saver Delivery. See details and conditions

Customers Who Bought This Item Also Bought

The New Solution Selling: The Revolutionary Sales Process That is Changing the Way People Sell

by Keith M. Eades

5.0 out of 5 stars (4) �12.99

The Solution Selling Fieldbook: Practical Tools, Application Exercises, Templates and Scripts for Effective Sales Execution

by Keith M. Eades

�17.09

SPIN-selling

by Neil Rackham

4.5 out of 5 stars (15) �15.09

The SPIN Selling Fieldbook: Practical Tools, Methods, Exercises and Resources

by Neil Rackham

4.5 out of 5 stars (8) �8.97

Hope Is Not a Strategy: The 6 Keys to Winning the Complex Sale

by Rick Page

4.7 out of 5 stars (6) �8.10

› Explore similar items

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 2.8 cm

Average Customer Review: 4.2 out of 5 stars See all reviews (14 customer reviews)

Amazon.co.uk Sales Rank: 36,162 in Books (See Bestsellers in Books)
Popular in these categories:
#16 in Books > Business, Finance & Law > Sales & Marketing > Sales Techniques
#48 in Books > Business, Finance & Law > Sales & Marketing > Advertising

Would you like to update product info or give feedback on images?

See Complete Table of Contents

Customers Viewing This Page May Be Interested in These Sponsored Links

(What is this?)

Cash Flow An Issue? opens new browser window

www.vivasystems.co.uk - Business Life Solutions for Small Businesses. Call now!

Solution Selling� opens new browser window

www.sellingsciences.com - a core component of sustainable revenue and profits. More from:

Buyer opens new browser window

www.monster.co.uk - Search 1000s of Buyer job vacancies. Upload your CV online.

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.

See all Product Description

Inside This Book (Learn More)

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

Explore More
Concordance

Tags Customers Associate with This Product

(What's this?)

Click on a tag to find related items, discussions, and people.

sales(1)

sales techniques(1)

selling(1)

See all 5 tags...

What Do Customers Ultimately Buy After Viewing This Item?

	73% buy the item featured on this page: Solution Selling: Creating Buyers in Difficult Selling Markets 4.2 out of 5 stars (14) �12.88
	15% buy The New Solution Selling: The Revolutionary Sales Process That is Changing the Way People Sell 5.0 out of 5 stars (4) �12.99
	5% buy The Solution Selling Fieldbook: Practical Tools, Application Exercises, Templates and Scripts for Effective Sales Execution �17.09
	3% buy SPIN-selling 4.5 out of 5 stars (15) �15.09

Explore similar items

Customer Reviews

14 Reviews

5 star:		(9)
4 star:		(3)
3 star:		(0)
2 star:		(0)
1 star:		(2)

Average Customer Review

4.2 out of 5 stars (14 customer reviews)

Share your thoughts with other customers:

Create your own review

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.

Comment Comment | Permalink | Was this review helpful to you? Yes No (Report this)

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

By	Marc Philippo "Marc" (London) - See all my reviews

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.

Comment Comment | Permalink | Was this review helpful to you? Yes No (Report this)

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

By	terry_forsey@compuserve.com (Oxford, England) - See all my reviews

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.

Comment Comment | Permalink | Was this review helpful to you? Yes No (Report this)

Share your thoughts with other customers: Create your own review

› See all 14 customer reviews...

Most Recent Customer Reviews

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 23 days ago 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 4 months 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

› See all 14 customer reviews...

.jsOffDisplayBlock { display: block; } .jsOffDisplayInline { display: inline; } .jsOffVisibility { visibility: visible; } .jsOnDisplayBlock { display: none; } .jsOnDisplayNoneBlock { display: block; } .jsOnDisplayNoneInline { display: inline; } .jsOnDisplayInline { display: none; } .jsOnVisibility { visibility: hidden; } .jqOnDisplayBlock { display: none; } .jqOnDisplayInline { display: none; } .jqOnVisibility { visibility: hidden; } .jqOnDisplayNoneBlock { display: block; } .jqOnDisplayNoneInline { display: inline; }