Solution Selling: Creating Buyers in Difficult Selling Markets
Product is rated as #2 in category Books
| Informative | 8.5 |
|---|---|
| Helpful | 8.5 |
| Easy to Read | 9 |
| Value for money | 8.3 |
Solution Selling is the most comprehensive sales and sales management process available today.
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Key Take-aways
- Solution selling involves two key components: understanding your product and your customer’s pain points.
- You need to know your product like the back of your hand to sell effectively. The features and advantages of your product must be second nature to help you react better when dealing with customers.
- You must understand the problems your prospect is facing. Ask probing questions to help you grasp their situation. Be specific when asking to gather valuable insights. You don’t want to hear basic information anyone can find online. Your prospects are busy and won’t appreciate you firing off questions you can Google in a second.
- Educate the prospect about your solution once you have identified their problems. Talk about how their problems will disappear with your solution. Encourage prospects to vocalize the benefits they gain from addressing their pain points. Saying it increases your chances of closing the sale since you’re making the buyer themselves realize the value of your solution.
Editorial Reviews
Solution Selling is an excellent vehicle to teach new salespeople critical sales skills and allow experienced salespeople to fine tune their skills. Solution Selling is the best methodology I’ve seen for placing emphasis on business issues rather than product.”–Gorshi, Dan “Sales Manager, AT&T Global Business Communications Systems “
Solution Selling is the most comprehensive sales and sales management process available today. Mike Bosworth has the best understanding of sales process in corporate America.”–Fisher, Jeffrey M. “Vice President, Symix Computer Systems “
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Michael T. BosworthReviews (0)
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