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

The New Solution Selling：The Revolutionary Sales Process That is Changing the Way People Sell The New Solution Selling: The Revolutionary Sales Process That is Changingthe Way People Sellby Keith M. Eades ISBN:0071435395McGraw-Hill #039; 2004This book expands the classic text#039;s cases, examples, and situations and sharpens itsfocus on streamlining the sales process to achieve greater success in fewer steps and ashorter time frame.Table of Contents The New Solution Selling-The Revolutionary Sales Process That Is Changing the Way People Sell Foreword Preface Part One - Solution Selling ConceptsChapter-SolutionsOneChapter-PrinciplesTwoChapter-Sales ProcessThreePart Two - Creating New OpportunitiesChapter-Precall Planning and ResearchFourChapter-Stimulating InterestFiveChapt-Defining Pain or Critical Business IssueerSixChapterSe-Diagnose Before You PrescribevenChapter-Creating Visions Biased to Your SolutionEightPart Three - Engaging in Active Opportunities Chapter-Selling When You#039;re Not FirstNineChapter-Vision Re-engineeringTenPart Four - Qualify, Control, CloseChapter-Gaining Access to People with PowerElevenChapter-Controlling the Buying ProcessTwelveChapter-Closing: Reaching Final AgreementThirteenPart Five - Managing the ProcessChapter-Getting Started with the ProcessFourteenChapter-Sales Management System: Managers Managing Pipelines and SalespeopleFifteenChapterSix-Creating and Sustaining High-Performance Sales CulturesteenAppe-Value Justification Examplendix AAppe-Solution Selling: A Scalable Approachndix BAfterword Index List of Figures Back CoverThe original Solution Selling rewrote the rules for the sales profession. Today, the revolutionary yetpractical Solution Selling method remains the primary selling process for salespeople competing inevery industry around the world, and in every size of business-from the smallest firms to the largestFortune 500 corporations.The New Solution Selling comprehensively updates this proven effective approach to hel