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The New Solution Selling: The Revolutionary Sales Process That is Changing the Way People Sell | 
 enlarge | Authors: Keith M. Eades, Keith Eades
Publisher: McGraw-Hill
Category: Book
List Price: $29.95
Buy Used: $14.95
You Save: $15.00 (50%)
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Rating:  16 reviews
Sales Rank: 10243
Media: Hardcover
Edition: 2
Pages: 300
Number Of Items: 1
Shipping Weight (lbs): 1.6
Dimensions (in): 9.4 x 7.6 x 1.3
ISBN: 0071435395
Dewey Decimal Number: 658.85
EAN: 9780071435390
Publication Date: November 28, 2003
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Product Description
THE MARKET-PROVEN PRINCIPLES OF SOLUTION SELLING FOR TODAY'S HIGH-SPEED, HIGHER-PRESSURE SALES ENVIRONMENT The long-awaited sequel to Solution Selling, one of history's most popular selling guides Nearly 10 years ago, the influential bestseller Solution Selling literally rewrote the rules for selling big-ticket, long-cycle products. The New Solution Selling expands the classic text's cases, examples, and situations and sharpens its focus on streamlining the sales process to achieve greater success in fewer steps and a shorter time frame. Much in sales has changed in the past decade, and The New Solution Selling incorporates those changes into an integrated, tailored approach for improving both individual productivity and organizational return on investment. Written to enhance the results and careers of sales pros and managers in virtually any industry, this performance-focused book features: - A completely revamped, updated sales philosophy,management system, and architecture
- Tools to increase the quality and velocity of sales pipeline opportunities
- Techniques that "Best of the Best" use to prospect for success
Solution Selling created new rules for one-to-one selling of hard-to-sell items. The New Solution Selling focuses on streamlining the proven Solution Selling process and quickly differentiating both oneself and one's products from the competition while decreasing the time spent between initial qualifying and a successful, profitable close.
Download Description
The Powerful and Proven Solution Selling Process, Updated for Today's High-Speed, Higher-Pressure Sales Challenges. The original Solution Selling rewrote the rules for the sales profession. Today, the revolutionary yet practical Solution Selling method remains the primary selling process for salespeople competing in every industry around the world, and in every size of business--from the smallest firms to the largest Fortune 500 corporations.
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| Customer Reviews: Read 11 more reviews...
 Solid direction for a solution-centric organization May 22, 2008
Bryan Harvey (PA)
Excellent book. I got one for each director in the company. If you decide to read this book i suggest you spend time on all material - not just the charts and templates (this is always tempting). The content, at least for us, when read carefully spoke well into our organizaiton as a service based company. I am the president of an IT services comany. We have many partnerships inclduing that we are a Microsoft Gold Certified Partner. I found this book to be one of the top five books resources available that speaks to the challenges of deriving soltuions from understood problems. Highly recomend.
Terrific book on Solution Selling November 16, 2007
Literate1 (IN)
This is possibly the best book on the Solution Selling methodology out there, and is a great resource. The authors make it easy to understand, and use good examples throughout. If you work for a company where Solution Selling is used, this is a must-have. If you are in sales at all, and sell anything that is not a commodity, then you should get this book too. I especially like the diagrams and other helpful tables in the book. They really help define the message, and gave me a much greater understanding of Solution Selling. My margins of the book are filled with notes -- I recommend when you read this that you mark it up with your own specific sales situations, to help bridge the gap to your own particular product or service.
Very Useful Information January 23, 2007
Sales Skeptic (NJ)
This was recommended reading by a coworker. I was very skeptical having been through so many training programs and asked to read so many stupid sales technique books. This takes a suprisingly different, logical approach. I've been in sales for almost 10 years and will absolutely start incorporating suggestions ASAP.
New Solution Selling Draws a Sales Map January 16, 2007
Julie Johnson, Ph.D. (NC USA)
4 out of 4 found this review helpful
The New Solution Selling by Keith Eades is definitely worth reading. This book is destined to become a classic and will be sitting on my bookshelf next to Neil Rackham's SPIN Selling. If you are a seasoned sales professional, this book will help you examine your existing sales process and look at areas that could be refined in order to increase your sales productivity. If you are new to sales, this book provides an excellent process that will help you "ramp-up" quickly. If you read Eade's original Solution Selling book, you will find that this book is updated and supplies some new concepts.
The New Solution Selling states that the formula for success is: Pain x Power x Vision x Value x Control = Sale. While the formula is deceptively simple, the implementation can be rather complex. This book helps salespeople focus on the customer's "pain" and stresses the importance of providing a solution that not only stops the pain, but also adds value. Eades makes this process manageable by providing readers with a logical, well thought out plan, supplemented with many "real-life" and fictitious examples. This is accomplished through by a method that consists of (1) a philosophy (the customer is the focal point), (2) a map (getting from where you are to where you want to be) , (3) a methodology (with tools, job aids, techniques and procedures), and (4) a sales management system (process to increase productivity).
Eades maintains that salespeople often "say" they provide solutions, but in reality, they simply provide a product. The New Solution Selling focuses on understanding the underlying causes of customer problems, instead of the symptoms. Consequently, a correct "diagnosis" must be made before the salesperson "prescribes" a solution. Solution Selling provides several models to help salespeople isolate the "pain" by examining the interdependence of the key players within the buying organization.
Once salespeople understand the pain, they must explore the impact of that pain and create a buying vision. One problem in developing needs and creating a vision is that salespeople often do not know what questions to ask. Eades provides a "Pain Sheet" to help salespeople develop situational knowledge of customers and their business. This is accomplished through investigating three key areas: (1) diagnose reasons, (2) explore impact and (3) visualizing capabilities by asking open questions, control questions and confirm questions.
In the past, Solution Selling focused on strategies dealing with opportunities for buyers who were not actively looking for a solution. Now, it has been enhanced to assist salespeople dealing with customers who are actively looking. Eades maintains that when a customer is actively looking, but you are not the one who helped create the vision, your chances of winning that sale are only 10%. He provides strategies to deal with these types of customers and also stresses the importance of being willing to walk away from the opportunity.
Overall, The New Solution Selling is an excellent book for both the novice and experienced salesperson. It provides a road map for the sales process and helps ensure that the path the salesperson takes is the one that leads to a sale. I'd highly recommend reading this book.
Thought-provoking March 12, 2006
Kelly Conley (Napierville, IL)
2 out of 2 found this review helpful
This book offers some nontraditional and thought-provoking perceptions on selling solutions, not products. The step-by-step approach to implementing a conversational method to selling that is presented allows the salesperson to focus on streamlining the sales process and achieving greater success in fewer steps. Any salesperson should find value in this book.
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