Solution Selling Book

Create and sustain a high performance sales culture by using the Solution Selling® sales training process.

Solution Selling® is the industry standard for sales execution process. Used by more than six hundred thousand sales professionals worldwide, Solution Selling provides the foundation of process and practices that can make high flyers out of average sales performers. It provides a customer focused sales process which enables sales professionals to substantively increase win rates and revenue production. This book supports Shipley Limited's Solution Selling® sales training workshops.

The sales profession has changed tremendously in the past decade. Buyers who once had time to discuss their problems now expect sales professionals to already know and understand those problems before they arrive. More importantly, these buyers will only listen to and buy from salespeople who can provide them with solutions that are both convincing and workable.

The New Solution Selling (McGraw-Hill, 2003) shows you how to apply our proven methodologies and approach. The result is a logical and practical process for sales success. You will improve both your productivity and your organisational return on investment. 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 organization’s focus from selling products to selling solutions.

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. A practical guide designed to provide hands-on value to salespeople as well as sales managers and executives. Learn how to:

• Understand your buyers, their situations and their needs
• Supply mutually defined solutions to your customers’ recognized problems
• Ensure "Eagle" sales performance that can be measured and replicated

The New Solution Selling is authored by Keith M. Eades, founder and CEO of Sales Performance International. He has personally trained thousands of sales and sales management professionals. Mr. Eades is also an internationally renowned speaker and presenter.