The New Solution Selling

The original edition of Solution Selling changed the face of selling by transforming the rules for one-to-one selling. The New Solution Selling comprehensively updates this proven effective approach for winning business with today’s no-nonsense markets and buyers.
This important book features:

• Completely updated Solution Selling philosophies, management systems, and architecture for today’s environment.
• New tools designed to increase the quality and velocity of sales pipeline opportunities.
• Improved methods for overcoming the situation when your product is not your buyer’s first choice.
• New techniques for dramatically improving your prospecting accuracy and success.
• Effective strategies for shifting an organisation’s focus from selling products to selling solutions.