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Solution Selling: Creating Buyers in Difficult Selling Markets Hardcover – 5 January 1995

4.1 out of 5 stars 92 ratings
Edition: 1st

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Product description

Review

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.''--Gorshi, Dan "Sales Manager, AT&T Global Business Communications Systems "

Solution Selling is the most comprehensive sales and sales management process available today. Mike Bosworth has the best understanding of sales process in corporate America.''--Fisher, Jeffrey M. "Vice President, Symix Computer Systems "

From the Back Cover

When products or services are hard to describe, intangible, have long sell cycles, or are expensive, chances are they're difficult to sell. In situations like this, conventional sales techniques not only don't help, they may in fact hinder success. 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.

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Product details

  • Publisher ‏ : ‎ McGraw Hill; 1st edition (5 January 1995)
  • Language ‏ : ‎ English
  • Hardcover ‏ : ‎ 272 pages
  • ISBN-10 ‏ : ‎ 0786303158
  • ISBN-13 ‏ : ‎ 978-0786303151
  • Dimensions ‏ : ‎ 19.81 x 2.54 x 24.13 cm
  • Customer Reviews:
    4.1 out of 5 stars 92 ratings

About the author

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Mike Bosworth is well known throughout the business sales world as a trainer, speaker, and the author of best selling sales books Solution Selling: Creating Buyers in Difficult Selling Markets (McGraw-Hill, 1993), What Great Salespeople Do: The Science of Selling Through Emotional Connection and the Power of Story (McGraw-Hill, 2011) and co-author of CustomerCentric Selling (McGraw-Hill, 2003). Mike founded and grew one of the most successful virtual businesses in the B2B arena. After 10 years with Xerox Computer Services and one year with a software start-up, he founded Solution Selling® in 1983, began adding licensing his intellectual property to affiliates in 1988 and by the time he sold it in 1999, over 50 affiliates were contributing royalty income in excess of $2.8M annually. Mike began building Story Leaders™ as a framework for building emotional connection in 2008 and published a new book, What Great Salespeople Do, the Science of Selling Through Emotional Connection and the Power of Story in January, 2012. In January 2013, Mike founded Mike Bosworth Leadership. MBL currently has eight affiliates who sell and deliver his Story Seekers™ workshops.

Mike Bosworth began his career in the information technology industry in 1972 as an application support person for Xerox Computer Services. He was their top new business salesperson in 1975, managed the "branch of the year" in 1979 and was promoted to national manager of field sales in 1980. From 1976 through 1982 he designed and delivered sales training programs for XCS. His years of field experience plus the knowledge he gained from working with Neil Rackham on the Xerox SPIN selling project inspired him to found Solution Selling in 1983.

Bosworth has a degree in Business Management and Marketing from California State Polytechnic University. In addition to his keynote speaking for professional associations and major corporations, he has been a featured lecturer at the Stanford Graduate School of Business, The Stanford Program on Market Strategy for Technology-Based Companies, The American Marketing Association Customer Message Management Forums, The Anderson School Of Management At UCLA, the Paul Merage School of Business at UC Irvine, The University of Connecticut and Rollins College to name a few. He is certified (CMC) by the Institute of Management Consultants.

Michael T. Bosworth is a cofounder of CustomerCentric Systems®, LLC. He has assisted clients in improving sales effectiveness and shaping customer experience since 1983. He lives in Del Mar, California.

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Daniel Tenner
5.0 out of 5 stars Excellent, bought it for my whole sales team
Reviewed in the United Kingdom on 12 March 2013
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Culture Enthusiast
2.0 out of 5 stars Dated ideas
Reviewed in the United Kingdom on 15 August 2012
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Rich P
4.0 out of 5 stars Valuable, accessable set of techniques for solution selling
Reviewed in the United Kingdom on 16 February 2006
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MS A KONARIKOVA
5.0 out of 5 stars Five Stars
Reviewed in the United Kingdom on 20 June 2016
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Matt Leighton
5.0 out of 5 stars Interesting read
Reviewed in the United Kingdom on 4 January 2013
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