The Solution Selling Fieldbook

The Solution Selling Fieldbook

Authors: Keith M. Eades, James N. Touchstone and Timothy T. Sullivan

Published: June 2005

eISBN: 9780071830720 0071456082 | ISBN: 9780071456074

Contents

Introduction

Acknowledgments

Part One: Getting Started

Chapter 1 How to Use This Fieldbook

Chapter 2 Solution Selling Overview

Part Two: Creating New Opportunities

Chapter 3 How to Conduct Effective Pre-Call Planning and Research

Chapter 4 How to Stimulate Interest with Prospects

Chapter 5 How to Help Prospects Admit Pain

Chapter 6 How to Diagnose Pain and Create a Vision of a Solution

Part Three: Engaging in Active Opportunities

Chapter 7 How to Sell When You Are Not First

Chapter 8 How to Reengineer a Vision of a Solution

Part Four: Qualifying, Controlling, and Closing Opportunities

Chapter 9 How to Gain Access to Power

Chapter 10 How to Control the Buying Process

Chapter 11 How to Sell Value

Chapter 12 How to Reach Final Agreement

Chapter 13 How to Measure and Leverage Success

Part Five: Managing Your Opportunities

Chapter 14 How to Manage Your Opportunities

Afterword

Part Six: Solution Selling Reference Section

Appendix A: How to Use the CD-ROM

Appendix B: Solution Selling Job Aid Templates

Index