Solution Selling Fieldbook
Keith Eades, James N. Touchstone, Timothy T. Sullivan - Collection Sales
Résumé
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 features:
- A complete step-by-step blueprint for sales success
- A trial copy of Solution Selling software
- A valuable Solution Selling CD-ROM that includes tools, templates, and sales letters
Includes Exclusive Solution Selling Software on CD-ROM
- More than 120 work sheets on negotiating, opportunity assessments, implementation plans, and more
- Letters/e-mail templates
- Coaching on Solution Selling techniques
- Import/export capabilities
- Links to more Solution Selling content
Sommaire
- Getting Started
- How to Use This Fieldbook
- Solution Selling Overview
- Creating New Opportunities
- How to Conduct Effective Pre-Call Planning and Research
- How to Stimulate Interest with Prospects
- How to Help Prospects Admit Pain
- How to Diagnose Pain and Create a Vision of a Solution
- Engaging in Active Opportunities
- How to Sell When You Are Not First
- How to Reengineer a Vision of a Solution
- Qualifying, Controlling, and Closing Opportunities
- 9 How to Gain Access to Power
- How to Control the Buying Process How to Sell Value
- How to Reach Final Agreement
- How to Measure and Leverage Success
- Managing Your Opportunities
- How to Manage Your Opportunities
- Solution Selling Reference Section
- Appendix A How to Use the CD-ROM
- Appendix B Solution Selling Job Aid Templates
Caractéristiques techniques
PAPIER | |
Éditeur(s) | Mc Graw Hill |
Auteur(s) | Keith Eades, James N. Touchstone, Timothy T. Sullivan |
Collection | Sales |
Parution | 21/07/2005 |
Nb. de pages | 330 |
Format | 19 x 23 |
Couverture | Broché |
Poids | 655g |
Intérieur | Noir et Blanc |
EAN13 | 9780071456074 |
ISBN13 | 978-0-07-145607-4 |
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