Book description:The breakthrough process used by more than 500,000 sales professionals worldwide!
The Solution Selling Fieldbook helps you integrate the plan's nuts-and-bolts techniques into your own day-to-day practices, and immediately gain access to key decision makers, diagnose buyers' business issues, and increase top-line sales.
Building on the processes, principles, and management systems outlined in The New Solution Selling, this practitioner's workbook features:
A complete step-by-step blueprint for sales success
A trial copy of Solution Selling software
A valuable Solution Selling CD-ROM that includes tools, templates, and sales letters
Includes Exclusive Solution Selling Software on CD-ROM
More than 120 work sheets on negotiating, opportunity assessments, implementation plans, and more
Letters/e-mail templates
Coaching on Solution Selling techniques
Import/export capabilities
Links to more Solution Selling content
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
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
