The New Solution Selling: The Revolutionary Sales Process That is Changing the Way People Sell

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.

The book is very well-written, easy to understand and makes it easy to begin putting into practice. I particularly liked all the real-life examples and templates! Whether you are a new or experienced seller, this book is a must read! I now understand why we have had nominal success trying to win sales in one area of our portfolio. We have been going at it the wrong way.

A little outdated (2004) so some of the solutions regarding using the internet and other technologies (they reference palm pilots to keep your contacts in) are a little out of touch. Having said that, the core of the book is great and helps provide actionable solutions to implement immediately.

This is the book that every sales people, with some (or several) years of flight would have killed to have it before started to sale in the hard way.This is higly recomended for EVERY SALES PEOPLE.Young ones: Please get this book, it will help you to improve you accuracy / hit rate / sales, as well as the amount of time you will need to understand all about sales.... please buy an extra one for your boss. He will need it also. !!!

If you are ever going to read a book about sales, start with this one.The New Solution Selling might be the only book you have to read about it ... the rest is learning by doing.BR Pekka

This book is used in corporate America and in higher education establishments. It is not new information, but the assembly of old techniques in to a updated format. The focus is on helping a customer understand what their business needs really are and how to fulfill them. It has some advice for overcoming the psychology of a situation where your customers are blind to their real business pains.It is not a great book for teaching in a live classroom, such as a sales office. It is too drawn out to provide tactical advice and immediate impact for most people. There are better books for that purpose.Not bad if you are trying to understand theory behind solution selling and have never read anything about it before.

At my work we’re undergoing a fundamental shift in sales methodology. This book has opened the doors to so many opportunities I’m upset I never read it before. If you want to improve sells...get it now!

I use it to authenticate my ideas on value/solutions selling, and the sales management practices in the book are very helpful, and easily built into a companies workflow

Although the entire process is detailed, in the last quarter of the book I would have liked more diagrams of the described processes.

This structure and rationale has enabled a full rewrite of our processes leading to a100% growth in revenue, 50% more jobs and all the improved opportunities that come with this

I have read several sales books and have been disappointed with most of them. In fact, in most of them you can find a lot of mumbo jumbo about motivation and winning and very little practical advice. Well, Solution Selling is a different sort of book. Motivation is not even covered: it is just assumed that a salesperson is paid on a commission basis and that money is a good enough motivation for anybody, especially if you are in sales. Rather the book sets forth a selling procedure which will support the salesperson in the selling cycle. So the author stresses the importance of prospecting, i.e. gathering situational knowledge before approaching a prospect or an existing customer for a new sale. In fact, preparation may be considered just a common sense, obvious prerequisite, but you would be surprised to see how many salespeople call or visit their customers without knowing or understanding their business and business needs (or pains). In fact as the author says, there is no sale without pain and one of the first tasks an efficient salesperson should achieve is identifying the pain and how it spreads through the buyer's organization (pain chain). The author also points out how salespeople should focus on "not looking" prospects, i.e. customers who are not actively looking to buy. This may seem a paradox, but if you identify the customer's pain and pain chain and get the customer to see it as well, you are right there when the customer makes the decision to buy and you can contribute to designing the customer's vision which is certainly a great competitive advantage. On the contrary if the customer has already decided to buy and therefore has already a vision, you would be just a column in the customer's potential suppliers' table and the competition would be much tougher. In this respect the author warns the reader about RFPs and RFIs (requests for proposals and requests for information respectively) as they are typically structured by a competitor who got there before you and you risk being engaged (and wasting time and resources) on a deal where your odds to succeed are very poor. The author provides very useful tips including templates (sponsor letter, power sponsor letter, etc.) and precise courses of action to be followed. The last two chapters focus on sales pipeline, forecasting, and in general sales management. This is an excellent book and the Solution Selling method has been adopted worldwide by multinational companies such as MicroSoft, IBM, EDS and MicroStrategy. Highly recommended.

Selling consultancy is really about providing solutions of high value to the customer, making a profit then follows from successful projects. The book breaks the selling process into doable and logical chunks of work, where key to success is to listen to the customer's need and wants, and understand the customers' pain point. From there the consultant can start proposing suitable solutions and adapt to the customer. No super-sales pitching, just keeping the customer i focus.

Interessante Hintergründe und Tipps, die der Verkäufer/Verkaufsmanager sofort umsetzen kann. Auch jeder Berater sollte dieses Buch lesen! Das Buch hilft dem Berater/Verkäufer seine Kunden besser zu verstehen und gezielter seine Gespräche zu führen.