Create New Sales Miracles: Analyzing and Expanding Solution Selling - This Global Popular New Sales Rule

Author: (USA) Keith Eades
Publisher:
Publish Date: 2005-03-01
Features: Solution selling can be considered a revolutionary sales process that has changed traditional rules, becoming a new industry standard, with approximately 500,000 salespeople worldwide using this method. It has become the basic sales principle for business professionals, from Fortune 500 companies to small businesses, without exception. "Solution Selling" emerged early in the rise of the technology industry, and this book, Recreating Sales Miracles, applies this new sales method to general businesses. With this revolutionary sales process, the book helps you understand the challenges your customers face, provide wise and feasible solutions to overcome those challenges, and thus win their trust and secure one order after another. The book systematically discusses this new sales method, helping you capture the market and customers. Its core content includes:
· Quickly diagnosing your customers' business problems;
· Providing solutions that are mutually agreed upon by both parties;
· How to negotiate with key decision-makers;
· How to control the purchasing process;
· Defining measurable and predictable benchmarks.