This results-based book will show you how to improve your sales performance by first understanding your customers' challenges--and then providing intelligent, accessible, and field-proven solutions to those challenges. "We have put the principles of Solution Selling(r) at the core of our selling process--helping all of our 5,000-strong sales professionals, and thousands of Microsoft's business partners, consistently apply proven sales principles to make a real difference to our customers and meet expectations. The New Solution Selling describes how top-performing salespeople behave, and how this behavior fosters success--for both the customer and the salesperson." --Kevin Johnson, Group VP Worldwide Sales, Marketing, and Services, Microsoft (From the Foreword) The sales profession has changed tremendously in the past decade. Buyers who once made time to discuss their problems now expect sales professionals to have the business acumen that's necessary to understand and diagnose those problems before they arrive.More importantly, these buyers will only listen to--and buy from--salespeople who can provide them with solutions that are both convincing and workable.
The New Solution Selling shows how to apply the proven Solution Selling approach in the can't-stop-to-talk pace of today's business. The result is a logical and practical process for sales success, one that improves both individual productivity and organizational return on investment. This important book features: Completely updated Solution Selling sales process, principles, and management systems for today's tough sales environment New tools designed to increase the quality and velocity of sales pipeline opportunities Improved methods for overcoming the all-too-common situation when your product is not your buyer's first choice--or even their second New techniques for dramatically improving your prospecting accuracy and success Effective strategies for shifting an organization's focus from product selling to Solution Selling--at every level, throughout every operation The original edition of Solution Selling changed the face of selling by transforming the rules for one-to-one selling.The New Solution Selling focuses on streamlining the proven Solution Selling process by showing you how to quickly understand and address your buyers' problems, use your offerings to provide insightful and workable solutions to those problems, and dramatically decrease the time spent between initial qualification and a successful, profitable close.
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