The New Solution Selling

Fülszöveg

"We have puf the principles of Solution Selling at the core of our selling process helping all of our 5,000 sales professionals and thousands of Microsoft's business partners consistently apply proven sales principles to make a real difference to our customers and meet expectations. . . . The New Solution Selling describes hov/ top-performing salespeople behave, and how this behavior fosters success—for both the customer and the salesperson."
-KEVIN JOHNSON, Group VP Worldwide
Sales, Marketing, and Services, Microsoft
The sales profession has changed tremendously in the past decade. Buyers who once made time to discuss their problems now expect sales professionals to have the business acumen that's necessary to understand and diagnose those problems before they arrive. More important, these buyers will only listen to—and buy from— salespeople who can provide them with solutions that are both convincing and workable.
The New Solution Selling shows how to apply the proven... Tovább

Fülszöveg

"We have puf the principles of Solution Selling at the core of our selling process helping all of our 5,000 sales professionals and thousands of Microsoft's business partners consistently apply proven sales principles to make a real difference to our customers and meet expectations. . . . The New Solution Selling describes hov/ top-performing salespeople behave, and how this behavior fosters success—for both the customer and the salesperson."
-KEVIN JOHNSON, Group VP Worldwide
Sales, Marketing, and Services, Microsoft
The sales profession has changed tremendously in the past decade. Buyers who once made time to discuss their problems now expect sales professionals to have the business acumen that's necessary to understand and diagnose those problems before they arrive. More important, these buyers will only listen to—and buy from— salespeople who can provide them with solutions that are both convincing and workable.
The New Solution Selling shows how to apply the proven Solution Selling approach in the can't-stop-to-talk pace of today's business. The result is a logical and practical process for sales success, one that improves both individual productivity and organizational return on investment. This important book features
• Completely updated Solution Selling sales process, principles, and management systems for toda/s tough sales environment
• New tools designed to increase the quantity and quality of opportunities in the pipeline
(continued on back flap) Vissza