The Solution Selling Fieldbook: Practical Tools, Application Exercises, Templates and Scripts for Effective Sales Execution

by Keith M. Eades, James Touchstone, Timothy Sullivan

The breakthrough process used by more than 500,000 sales professionals worldwide! The Solution Selling Fieldbook helps you integrate the plan's nuts-and-bolts techniques into your own day-to-day practices, and immediately gain access to key decision makers, diagnose buyers' business issues, and increase top-line sales. Building on the processes, principles, and management systems outlined in The New Solution Selling , this practitioner's workbook

Genres: Business

288 pages, Paperback

First published May 23, 2005

Reviews

[Harry Harman]

painting a mental picture for the buyer where she can see herself actually using the product or service in a specific situation.

the "close" becomes a "nonevent"the next natural step in the buying process. Completing a sale is about moving the buyer to visualize future satisfaction

The seller's challenge is to make that vision include her product or service.

Am I getting the best price? What if I delay? Will they be responsive after I sign the contract? What if I do nothing?

highdifficulty selling

I am frequently asked how top salespeople (that 20 percent who produce 80 percent of the resultsI call them Eagles)

the business world would beat a path to their doorsteps.

[Jason Mesiarik]

Practical tools for the sales process in account planning and opportunity management.

[Trent]

Every sales person should carry a copy of this book and implement the principles taught in this book. I have seen it change some really bad sales habits in some salespeople that many had left for dead. It helps sales people move from "product-centric" thinking (oxymoron) to becoming "solution-centirc", thus helping salespeople align with their buyers.

[Brittany Podolak]

Companion to Solution Selling also by Eades. Good, practical exercises.