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Solution Selling Fieldbook

Solution Selling Fieldbook

Keith Eades, James N. Touchstone, Timothy T. Sullivan - Collection Sales

330 pages, parution le 21/07/2005

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
Voir tout
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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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