The New Solution Selling
The Revolutionary Sales Process that Is Changing the Way People Sell
McGraw-Hill, 2004
Category:
Sales & Marketing
Get the summary
Subscribe today and dramatically increase your business knowledge in your own time and at an affordable rate. Our summaries will update your skills, jump-start your career and put you ahead of the pack. Learn how to thrive in every aspect of your professional life.
getAbstract rating
| Overall |
|
(9)Applicability |
|
Innovation |
|
Style |
|
(10)
(8)| Level of Expertise |
|
(6)In this summary you will learn
- A buyer-centered approach to sales
- How to implement "solution selling."
Why you should read The New Solution Selling
This is a useful guide to one of the hottest subjects in sales: selling solutions, not products. Author Keith M. Eades offers a methodical, step-by-step approach to implementing a conversational approach to selling. The principles underlying "solution selling" are simple and straightforward, and the process is hard to fault, although it demands a great deal of record keeping and charting. The author’s explanation of the procedures gets a bit mechanical and jargon-riddled at times. But on the whole, getAbstract.com believes every salesperson is apt to find something of value in this book, even if it’s a reminder of what once was known but has been forgotten.
About the author
Keith M. Eades is the founder and president of Sales Performance International (SPI) and of Solution Selling, Inc.
If you wish to purchase 20 or more copies of this title (not the summary, but the actual book), please contact us at info@getAbstract.com. Make sure you include the title of the book and your phone number.
getAbstract makes it easy for you to access the summary of The New Solution Selling any time or any place. Once registered, you can choose from a variety of download formats: PDF for your computer, BlackBerry, iPhone, Kindle, PDA or other handheld devices. You can even obtain the audio version of many of our summaries.
Subscribe today to gain access to this summary as well as many other compelling titles!