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Solution Selling: Creating Buyers in Difficult Selling Markets

by Michael T. Bosworth

2021-01-03 01:35:05

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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. S... Read more
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. Less

Book Details

File size9.5 X 7.8 X 1 in
PublisherMcGraw-Hill Education
Publication date September 22, 1994
LanguageEnglish
ISBN9780786303151
autor-image
Michael T. Bosworth
Author
Michael Bosworth and Ben Zoldan have been collaborators for more than a decade, training tens of thousands of salespeople. They cofounded Story Leaders, LLC, a training firm focused on improving the p...

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