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Solution Selling, Creating Buyers in Difficult Selling Markets (Hardcover)
by Michael T. Bosworth
| Category:
Solution selling, High value selling, Consultative Selling |
| Market price: ¥ 318.00
MSL price:
¥ 288.00
[ Shop incentives ]
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| Stock:
Pre-order item, lead time 3-7 weeks upon payment [ COD term does not apply to pre-order items ] |
MSL rating:
 Good for Gifts |
| MSL Pointer Review:
The standard in high value selling, this book is the bible for consultative sales. |
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Author: Michael T. Bosworth
Publisher: McGraw Hill
Pub. in: December, 1995
ISBN: 0786303158
Pages: 224
Measurements: 9.6 x 7.7 x 1.1 inches
Origin of product: USA
Order code: BA00147
Other information:
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- Awards & Credential -
An authoritative text on consultative selling. |
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- MSL Picks -
Once you have read it, you would want to share it with others. This is how good Michael Bosworth's book "Solution Selling" is. From clarifying the difference between Features, Advantages and Benefits (which a lot of sales people still mixed up), to complex solution selling process, the book has given losts of good illustration with practical examples. Especially in "3 levels of buyers needs", "10 faces of buyer pain", "Price Negotiation" etc.
The book uses the buyers' perspective to help readers to understand what the buyers think at each stage in their decision process which is a good way to demonstrate his theory behind.
Solution selling is a long and complex process, with the approach and process Bosworth described, it helps a lot in defining the actions and precautions we need to take in day to day solution selling process.
If I can only pick one of the chapters in the book, I must recommend you to read, at least, how Bosworth uses the "9-block vision processing model" to see solution selling in the buyer's viewpoint, steps by steps showing what a solution sales/consultant should react in response to different level of the buyer's pain.
If I have knew/bought this book earlier, I might not need to spend my last few years going through the hard way. It is definitely a book to read and the book to keep.
(From quoting Michael Wai, Hong Kong)
Target readers:
Sales managers, reps, sales trainers, and people who are interested in sales or who are considering to enter into selling.
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Michael T. Bosworth is founder and president of Mike Bosworth Associates, a sales training and consulting organization in Rancho Santa Fe, California. Bosworth conducts sales and management seminars throughout the United States and Europe, and has trained over 7,000 consultants, CEOs, entrepreneurs, engineers, and salespeople. He has written articles for Sales & Marketing Management, CIO, and Byte, and has been a featured lecturer at the Stanford Graduate School of Business and The Stanford Program on Market Strategy for Technology-Based Companies. Bosworth is certified (CPCM) by the National Bureau of Professional Management Consultants.
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From Publisher
Solution Selling is a process to take the guesswork out of difficult-to-sell, intangible products and services. It enables sellers to make the way they sell as big an advantage as their product or service. After reading this book, salespeople and sales managers will be able to use a well-tested model that guides them through the process of selling. No more smoke and mirrors, blind luck, or high-pressure selling. Just a step-by-step system that ensures a higher rate of success for salespeople and a higher probability that the buyer's expectations will be met. Solution Selling shows how to:
- Differentiate yourself from your competition and dispel negative sales stereotypes by changing the way you sell.
- Generate qualified prospects and new business by learning how to gain access to power, influence committee decisions, and negotiate the sell cycle.
- Synchronize your selling tactics with your prospect's buying cycle and lead more prospects to make a buying decision.
- Motivate prospects to take action by helping them see themselves solving their own problems by using your product or service.
- Seize control of the situation and make the sale yourself even when the competition is there first.
- Close with confidence without using high pressure.
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| View all 9 comments |
Gorshi, Dan (Sales Manager, AT&T Global Business Communications Systems), USA
<2006-12-28 00:00>
Solution Selling is an excellent vehicle to teach new salespeople critical sales skills and allow experienced salespeople to fine tune their skills. Solution Selling is the best methodology I've seen for placing emphasis on business issues rather than product. |
J. Straub (MSL quote), USA
<2006-12-28 00:00>
Bosworth sells us all on solution selling. He teaches us how to sell everything from shoes to software. IBM recommends this book as the definitive guide to their sales strategy. Bosworth provides numerous examples, case studies, and most importantly he explains and analyzes each of them. But perhaps the best example of solution selling is the book itself - it solution-sells the concept of solution selling, from catching our attention, demonstrating that a problem exists, asking us questions, and finally prescribing a solution: solution selling. A must read for anyone in sales or business in general. |
Frank Verkich (MSL quote), USA
<2006-12-28 00:00>
It is often said that "people buy people" and Michael Bosworth's book Solution Selling explains why. Can you remember buying a big ticket item and not having to be "closed" on the deal? Well I can, and Solution Selling explains exactly how that happened. Michael Bosworth crystallizes the process that all great sales people use every day to become one of the 20% that make 80% of the sales. Once you have read this book, you will recognize "Solution Selling" techniques being used by the sales masters to effectively create relationships that close the sale. These techniques can be used to create win-win relationships in the workplace, or to make increased sales. I have benefited greatly from reading this book and I say "Don't let this one get away without reading it!" Thanks Michael Bosworth for demystifying the sales process and letting us know why sales people are, and should be, the most highly paid people in the world. |
Larry Shulman (MSL quote), USA
<2006-12-28 00:00>
After selling network and connectivity services through my own business for 26 years, I finally learned why I was successful, and why I failed. The most important part I took away was to shut down my attempt to rush a solution on a customer that I knew was correct. Rather I must develop a careful vision for the buyer, through many of the techniques I already apply in a haphazard way.
Slowing down, building the vision, is critical to a sale of services. Very hard to imagine "good network services" versus cruising in a BMW. The book is one of 50 that I have on sales and the first one to "click" Others have been good but typically just confirmed what I knew, this one forced action and thinking and role playing. Maybe because it was difficult to understand at first. Those selling services will surely benefit from it.
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View all 9 comments |
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