The New Solution Selling: The Revolutionary Sales Process That Is Changing the Way People Sell [NEW SOLUTION SELLING 2/E]

ISBN: B001T3UDN6
EAN: N/A

Year: 2003
Pages: 106

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Part One - Solution Selling Concepts

• Chapter One Solutions
• Chapter Two Principles
• Chapter Three Sales Process

Part Two - Creating New Opportunities

• Chapter Four Precall Planning and Research
• Chapter Five Stimulating Interest
• Chapter Six Defining Pain or Critical Business Issue
• Chapter Seven Diagnose Before You Prescribe
• Chapter Eight Creating Visions Biased to Your Solution

Part Three - Engaging in Active Opportunities

• Chapter Nine Selling When You re Not First
• Chapter Ten Vision Re-engineering

Part Four - Qualify, Control, Close

• Chapter Eleven Gaining Access to People with Power
• Chapter Twelve Controlling the Buying Process
• Chapter Thirteen Closing: Reaching Final Agreement

Part Five - Managing the Process

• Chapter Fourteen Getting Started with the Process
• Chapter Fifteen Sales Management System: Managers Managing Pipelines and Salespeople
• Chapter Sixteen Creating and Sustaining High-Performance Sales Cultures
• Appendix A Value Justification Example
• Appendix B Solution Selling: A Scalable Approach