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."
About the Author
Keith M. Eades is the founder and president of Sales Performance International (SPI) and of Solution Selling, Inc.
Comment on this summary
Customers who read this summary also read
McKinsey & Company Inc. et al.
Greenleaf Book Group, 2015