Summary of The New Solution Selling
The Revolutionary Sales Process that Is Changing the Way People Sell
© 2004 McGraw-Hill
Your problem is to sell. Your customers' problems give you something to sell about: solve their problem; make the sale.
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."
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