The Solution Selling Fieldbook: Practical Tools, Application Exercises, Templates and Scripts for Effective Sales Execution
Market-proven tools and techniques for Solution Selling®, the world’s number-one sales execution methodologyMore than 500,000 sales professionals worldwide have discovered the persuasive power of the revolutionary sales process--Solution Selling®.The Solution Selling Fieldbooknow shows how to make Solution Selling work for you. This results-driven, step-by-step guide provides you with the methods, processes, job aids, tools, and techniques you need to:Stimulate interest, gain trust, and lead prospects to identify and admit painCreate and reengineer client buying visionsNegotiate access to key decision makers to have "C" level conversationsDifferentiate your offerings to provide unique, value-driven solutionsDramatically shorten the cycle time between initial call and close<.i>Improve forecasting based upon verifiable outcomes within the sales processThe Solution Selling Fieldbookwill give you the tools to plan and execute the Solution Selling process with every prospect, and improve both your and your organization’s ability to win the business--by selling the solution.Includes exclusive Solution Selling CD-ROM!30 Solution Selling Job Aid templates, with detailed usage descriptions for eachHyperlinks for instant access to valuable Solution Selling Web sites and pagesData import and export capabilities, allowing sharing of sales opportunities and job aids with other members of your sales teamInstallation files for a fully functional trial copy of the Solution Selling Software application