Solution Selling: Creating Buyers in Difficult Selling Markets
Author: Michael T. Bosworth
List Price: $29.95
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ISBN: 0786303158
Publisher: McGraw-Hill Trade (01 September, 1994)
Sales Rank: 1,127
Average Customer Rating: 4.65 out of 5
Customer Reviews
Rating: 5 out of 5
The book to read and the book to keep!
Once you have read it, you would want to share it with others. This is how good Michael Bosworth's book "Solution Selling" is. From clarifying the difference between Features, Advantages and Benefits (which a lot of sales people still mixed up), to complex solution selling process, the book has given losts of good illustration with practical examples. Especially in "3 levels of buyers needs", "10 faces of buyer pain", "Price Negotiation" etc. The book uses the buyers' prespective to help readers to understand what the buyers think at each stage in their decision process which is a good way to demonstrate his theory behind.
Solution selling is a long and complex process, with the approach and process Bosworth described, it helps a lot in defining the actions and precautions we need to take in day to day solution selling process.
If I can only pick one of the chapters in the book, I must recommend you to read, at least, how Bosworth uses the "9-block vision processing model" to see solution selling in the buyer's viewpoint, steps by steps showing what a solution sales/consultant should react in response to different level of the buyer's pain.
If I have knew/bought this book earlier, I might not need to spend my last few years going through the hard way. It is definitely a book to read and the book to keep ...
Rating: 5 out of 5
The standard in high value selling
I read the book the first time for enjoyment. Then I read it again to help me start implementing solution selling. If you sell high value high dollar software or services this is a must read. In fact, I work with several sales people in my company that use the techniques in this book and they have been extremely successful. The book is easy to follow and you will notice changes right away if you implement solution selling. It is really focused on controlling the buying process.
Rating: 4 out of 5
Good book
I liked SPIN SELLING better as they both covered the same ground with similar approach, but SPIN SELLING seemed better researched and had 4 steps where this had 9. Spin Selling was a better read too.However, it is entirely possible that had I read this before reading Spin Selling, I would have gained more from this, and hence liked it more.
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