Solution Selling: Creating Buyers in Difficult Selling Markets (edit title)

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Liked It Rated 5 stars “Instead of focusing on a prospective buyer, many salespeople spout lists of their product’s or service’s features and benefits. Does the buyer have a problem that these advantages solve? Maybe. The salesperson doesn’t know or care. He or she “sprays and prays,” hoping one of the product’s bells...” see full review » see other reviews »

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  • Rated 5 stars

  “Instead of focusing on a prospective buyer, many salespeople spout lists of their product’s or service’s features and benefits. Does the buyer have a problem that these advantages solve? Maybe. The salesperson doesn’t know or care. He or she “sprays and prays,” hoping one of the product’s bells and whistles will engage the buyer – who just wants the conversation to stop. Sales trainer Michael T. Bosworth suggests a different approach. He teaches salespeople to use an engaging question-and-answer process to learn potential customers’ individual needs. With this diagnostic approach, the salesperson can specify the product or service that meets those needs. getAbstract recommends the author’s clear explanation of his sales method. Bosworth shows you how to shed the high-pressure, “always-be-closing” mindset and align your sales approach with a buyer’s real desires. This is the true nature of business-to-business selling.”

  getAbstract wrote this review Tuesday, July 7 2009. ( reply | permalink ) Was this review helpful? Yes | No

  
  
  • Rated 3 stars

  “Even though this book is more about selling products than professional knowledge, I still think it's useful. Fortunately, Bosworth has updated this work with his Customer Centric Selling, which I think is the better of the two.”

  Ron B wrote this review Sunday, February 10 2008. ( reply | permalink ) Was this review helpful? Yes | No