Selling Results!: The Innovative System for Maximizing Sales by Helping Your Customers Achieve Their Business Goals

by Bill Stinnett

Book Overview

"We don't have the luxury of selling the same way we sold five years ago-or even two years ago-and simply doing more of the same...We must continually evolve and rethink how we sell so that we are not just selling more, but selling better every single year."-From Chapter 1

In Selling Results Bill Stinnett, the bestselling author of Think Like Your Customer, takes his innovative sales philosophy to the next level by...

• Format: Hardcover
• Language: English
• ISBN: 007147787X
• ISBN13: 9780071477871
• Release Date: January 2007
• Publisher: McGraw-Hill Companies
• Length: 304 Pages
• Weight: 1.58 lbs.
• Dimensions: 1.0" x 7.6" x 9.4"

Customer Reviews

Terrific book on Complex Selling

Excellent work of Bill Stinnet about how translate your specific offer into a coherent framework in order that customer understand and can connect the business value you bring. Very detailed explanation about every step in complex sales process, this book is helfulp since beginning to read it.

Must read for every sales person

I've read other books and they have a similar concept but it didn't resonate with me, but when I read Selling Results it just clicked. I'm very excited to put these concepts to use start killing my quota!

Selling Results - Systematic and scientific approach to sales.

This is one the better sales books that I have seen published recently. The book is very easy read and comes with a number of templates and worksheets that can be put to use immediately. This book is a great guide for salespeople involved in complex sales, which requires a very systematic and scientific approach to the sales processes. I strongly recommend Selling Results by Bill Stinnett.

The Best Book on The Complex Sale Process

Bill Stinnett's first book, Think Like a Customer, was probably the most helpful book for me in my 10 sales career. Not only did it teach me how to sell better to my clients, but also to understand how customers think, how they make decisions, and what drives their behavior. There were pages with sample questions to ask customers that I would memorize thoroughly. As a result, I became a much better problem solver, working as a consultant with the company instead of just selling to them. Stinnett's new book, Sales Excellence goes even farther. It's a more complete book, in my opinion, because in addition to going deeper into the buying process, it also goes back to the beginning of the sale, finding the business. Rather than just cold calling contacts to get in (which we all hate), Stinnett explains that we have to start at the top: the executives, the decision makers, etc. Throughout this book, he teaches the reader the ways to get in at the top and find out what state the company is in and what their desired state is. Using your solution (whatever you sell), you can adapt it to show the executive how to get the results and outcomes they desire, not just your product. As Stinnett mentions, once you start being effective at this method of prospecting, you will develop a tremendous amount of confidence in finding new business no matter what territory you are in. In many ways, this book works very well with Anthony Parinello's Selling to VITO's, another classic on how to get to the decision maker. The more I read Selling Results, the more I understand Selling to VITO's, and vice versa. If you want to get confidence selling to big corporations, buy this book!