Summary of The New Solution Selling

The Revolutionary Sales Process that Is Changing the Way People Sell

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The New Solution Selling book summary
Your problem is to sell. Your customers' problems give you something to sell about: solve their problem; make the sale.


9 Overall

10 Applicability

8 Innovation

8 Style


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 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.

In this summary, you will learn

  • A buyer-centered approach to sales; and
  • How to implement "solution selling."


What is a Solution?
A solution solves a problem, or at least measurably improves it. The word measurable implies that there must be a "before" and an "after" separated by a point of change – the implementation of the solution.

"Solution selling"...
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About the Author

Keith M. Eades is the founder and president of Sales Performance International (SPI) and of Solution Selling, Inc.

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