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

by Keith M. Eades

Book Overview

THE MARKET-PROVEN PRINCIPLES OF SOLUTION SELLING FOR TODAY'S HIGH-SPEED, HIGHER-PRESSURE SALES ENVIRONMENT

The long-awaited sequel to Solution Selling, one of history's most popular selling guides

Nearly 10 years ago, the influential bestseller Solution Selling literally rewrote the rules for selling big-ticket, long-cycle products. The New Solution Selling expands the classic text's cases,...

• Format: Hardcover
• Language: English
• ISBN: 0071435395
• ISBN13: 9780071435390
• Release Date: December 2003
• Publisher: McGraw-Hill Companies
• Length: 324 Pages
• Weight: 1.83 lbs.
• Dimensions: 1.2" x 7.6" x 9.3"

Customer Reviews

New Solution Selling Draws a Sales Map

The New Solution Selling by Keith Eades is definitely worth reading. This book is destined to become a classic and will be sitting on my bookshelf next to Neil Rackham's SPIN Selling. If you are a seasoned sales professional, this book will help you examine your existing sales process and look at areas that could be refined in order to increase your sales productivity. If you are new to sales, this book provides an excellent process that will help you "ramp-up" quickly. If you read Eade's original Solution Selling book, you will find that this book is updated and supplies some new concepts. The New Solution Selling states that the formula for success is: Pain x Power x Vision x Value x Control = Sale. While the formula is deceptively simple, the implementation can be rather complex. This book helps salespeople focus on the customer's "pain" and stresses the importance of providing a solution that not only stops the pain, but also adds value. Eades makes this process manageable by providing readers with a logical, well thought out plan, supplemented with many "real-life" and fictitious examples. This is accomplished through by a method that consists of (1) a philosophy (the customer is the focal point), (2) a map (getting from where you are to where you want to be) , (3) a methodology (with tools, job aids, techniques and procedures), and (4) a sales management system (process to increase productivity). Eades maintains that salespeople often "say" they provide solutions, but in reality, they simply provide a product. The New Solution Selling focuses on understanding the underlying causes of customer problems, instead of the symptoms. Consequently, a correct "diagnosis" must be made before the salesperson "prescribes" a solution. Solution Selling provides several models to help salespeople isolate the "pain" by examining the interdependence of the key players within the buying organization. Once salespeople understand the pain, they must explore the impact of that pain and create a buying vision. One problem in developing needs and creating a vision is that salespeople often do not know what questions to ask. Eades provides a "Pain Sheet" to help salespeople develop situational knowledge of customers and their business. This is accomplished through investigating three key areas: (1) diagnose reasons, (2) explore impact and (3) visualizing capabilities by asking open questions, control questions and confirm questions. In the past, Solution Selling focused on strategies dealing with opportunities for buyers who were not actively looking for a solution. Now, it has been enhanced to assist salespeople dealing with customers who are actively looking. Eades maintains that when a customer is actively looking, but you are not the one who helped create the vision, your chances of winning that sale are only 10%. He provides strategies to deal with these types of customers and also stresses the importance of being willing to walk a

Thought-provoking

This book offers some nontraditional and thought-provoking perceptions on selling solutions, not products. The step-by-step approach to implementing a conversational method to selling that is presented allows the salesperson to focus on streamlining the sales process and achieving greater success in fewer steps. Any salesperson should find value in this book.

Packed With Knowledge!

This is a useful guide to one of the hottest subjects in sales: selling solutions, not products. Author Keith M. Eades offers a methodical, step-by-step approach to implementing a conversational approach to selling. The principles underlying "solution selling" are simple and straightforward, and the process is hard to fault, although it demands a great deal of record keeping and charting. The author's explanation of the procedures gets a bit mechanical and jargon-riddled at times. But on the whole, we believe every salesperson is apt to find something of value in this book, even if it's a reminder of what once was known but has been forgotten.

Solutions that work.

In my business humor book, "A Job Ain't Nothing But Work," I made a joke about everyone selling solutions these days. "My wife won't give me any. Got a solution for that?" But in the new book "The New Solution Selling," solutions are all business. It begins with a clear definition of what a solution selling is: "a system of methods that includes tools, job aids, techniques, and procedures that help salespeople and sales teams navigate the selling steps that close more sales faster." After this clear definition is given, author Keith M. Eades, founder and president of Sales Performance International and Solution Selling Inc, uses his expertise in sales for teaching the reader the necessary steps of selling, including pre-planning, cold calling, and the very important closing of the deal. "The New Solution Selling" is not your run of the mill business book that typically renames and regurgitates business practices that have been in place for years. Instead, the book not only gives valuable information on the sales process but it also gives reliable examples. This includes sample pre-calling letters, thank you letters, and letters that ask for more business. Examples can be put into place immediately after reading the related chapter. It is perfect for the salesperson looking to penetrate the Fortune 500 market. The book addresses major issues in the sales world, including what to do when your top salespeople are promoted to management, how to respond when you're not the first in line, and how to identify and respond to the pains your customers are facing. Having graduated from business school and worked in sales for a number of years, I can tell you that this book is the real deal. It has found a permanent place on my business book shelf right next to "Who Moved My Cheese?" and "The 7 Habits of Highly Effective People." This is the kind of book that should be on college campuses all across America. It is a very informative and easy to follow book that every salesperson should own. Emanuel Carpenter [...]