The New Solution Selling - 2nd Edition (eBook) af Eades, Keith M. / Eades Keith, M. (Bog)

THE MARKET-PROVEN PRINCIPLES OF SOLUTION SELLING FOR TODAY'S HIGH-SPEED, HIGHER-PRESSURE SALES ENVIRONMENT

The long-awaited sequel to Solution Selling, one of history's most popular selling guides

Nearly 10 years ago, the influential bestseller Solution Selling literally rewrote the rules for selling big-ticket, long-cycle products. The New Solution Selling expands the classic text's cases, examples, and situations and sharpens its focus on streamlining the sales process to achieve greater success in fewer steps and a shorter time frame. Much in sales has changed in the past decade, and The New Solution Selling incorporates those changes into an integrated, tailored approach for improving both individual productivity and organizational return on investment. Written to enhance the results and careers of sales pros and managers in virtually any industry, this performance-focused book features:

A completely revamped, updated sales philosophy,management system, and architecture
Tools to increase the quality and velocity of sales pipeline opportunities
Techniques that "Best of the Best" use to prospect for success
Solution Selling created new rules for one-to-one selling of hard-to-sell items. The New Solution Selling focuses on streamlining the proven Solution Selling process and quickly differentiating both oneself and one's products from the competition while decreasing the time spent between initial qualifying and a successful, profitable close.

Forfatter: Eades, Keith M. / Eades Keith, M.
Sprog: Engelsk
Antal sider: 299
Forlag: McGraw-Hill
Udgivelsesår: 2003
2nd Edition, by Keith M. Eades, PRINT ISBN: 9780071435390 E-TEXT ISBN: 9780071442336.
Titel: The New Solution Selling - 2nd Edition (eBook)

Sammendrag: Det oprindelige Solution Selling omskrev reglerne for salgsprofessionen. I dag er den revolutionerende og praktiske Solution Selling-metode fortsat den primære salgsproces for sælgere, som konkurrerer i enhver branche rundt om i verden, og i enhver virksomhedsstørrelse—fra de mindste virksomheder til de største Fortune 500-selskaber. 'The New Solution Selling' opdaterer omfattende denne velafprøvede effektive tilgang for at hjælpe dig med at lykkes med dagens no-nonsense markeder og købere. En praktisk guide designet til at give hands-on værdiskabning til frontline sælgere samt salgschefer og direktører, denne trin-for-trin-bog viser hvordan du kan strømline salgsprocessen ved at korrekt diagnosticere dine køberes forretningsproblemer, levere gensidigt definerede løsninger til dine kunders anerkendte problemer, få adgang til nøglebeslutningstagere, kontrollere indkøbsprocessen og definere milepæle, der kan måles og forudses.
Type: Hardcover