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.

Product Details

• Amazon Sales Rank: #88095 in Books
• Published on: 1994-09-01
• Original language: English
• Number of items: 1
• Binding: Hardcover
• 224 pages

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 )

From the Author
Redefinition of the concept of Selling
If we redefine selling as "facilitating the buying process", then we can not only share a common objective with marketing people, but also eliminate the distasteful behaviors associated with salespeople - high pressure, product pushing regardless of buyer need, etc. People love to buy but hate to feel "sold".

Customer Reviews

Really excellent book
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.

The only sales manual you need on your bookshelf
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.

An absolute must for all successful sales teams!
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.