The New Solution Selling

The New Solution Selling

Authors: Keith M. Eades

Published: November 2003

eISBN: 9780071442336 0071442332 | ISBN: 9780071435390

Copyright and Terms of Use

Contents

Acknowledgments

Foreword

Preface

Part One Solution Selling Concepts

Chapter 1: Solutions

Chapter 2: Principles

Chapter 3: Sales Process

Part Two Creating New Opportunities

Chapter 4: Precall Planning and Research

Chapter 5: Stimulating Interest

Chapter 6: Defining Pain or Critical Business Issue

Chapter 7: Diagnose Before You Prescribe

Chapter 8: Creating Visions Biased to Your Solution

Part Three Engaging in Active Opportunities

Chapter 9: Selling When You’re Not First

Chapter 10: Vision Re-engineering

Part Four Qualify, Control, Close

Chapter 11: Gaining Access to People with Power

Chapter 12: Controlling the Buying Process

Chapter 13: Closing: Reaching Final Agreement 207

Part Five Managing the Process

Chapter 14: Getting Started with the Process

Chapter 15: Sales Management System: Managers Managing Pipelines and Salespeople

Chapter 16: Creating and Sustaining High-Performance Sales Cultures

Appendix A: Value Justification Example 277

Appendix B: Solution Selling: A Scalable Approach

Afterword

Index