The new solution selling : the revolutionary sales process that is changing the way people sell Keith M Eades
Material type:
TextPublication details: Mcgraw Hill New York 2004Description: 301 p. HardISBN: - 71435395
- 658.85
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| 658.81/ Ste/Kin/ 28292 Achieve Sales Excellence | 658.81/ Ste/Kin/ 28293 Achieve Sales Excellence | 658.81/ Ste/Kin/ 28294 Achieve Sales Excellence | 658.85/ Ead/ 28246 The new solution selling : | 658.85/ SCH/ 25555 How to get your competition fired without saying anything bad about them : | 658.85/ SCH/ 25556 How to get your competition fired without saying anything bad about them : | 658.85/ SCH/ 25557 How to get your competition fired without saying anything bad about them : |
Table of Contents
Foreword
Part I. PRINCIPLES
Chapter 1: Looking for solutions
Chapter 2: Principles
Chapter 3: Sales process
Part II. CREATING NEW OPPORTUNITIES
Chapter 4: Perform precall planning and research
Chapter 5: Stimulating interest
Chapter 6: Define pain or critical business issue
Chapter 7: Diagnose before you prescribe
Chapter 8: Diagnose and create vision of a company-biased solution
Part III. WHEN YOUíRE NOT FIRST
Chapter 9: Selling when you are not first
Chapter 10: Vision reengineering
Part IV. QUALIFY, CONTROL, CLOSE
Chapter 11: Access to power
Chapter 12: Control the buying process
Chapter 13: Closing: reaching final agreement
Part V. MANAGING FOR A HIGH PERFORMANCE SALES CULTURE
Chapter 14: Getting Started With the Process: Salespeople Managing Pipelines and Opportunities
Chapter 15: Sales Management System: Managers Managing Pipelines and Salespeople
Chapter 16: Creating and Sustaining High Performance Sales Cultures
Appendices
Acknowledgments
Index
This work covers solution selling principles, creating new opportunities, what to do when you're not first, how to qualify, control, and close, and managing for a high performance sales culture. It also includes sales architecture and framework.
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