In their case, we are not selling just a rental truck, we are selling the solution that helps companies manage their fleet needs in the short, medium and longterm. How to start your own online used book store home business. If you wish to become a solutions provider and business advisor to your clients, you must first uncover the problem or problems and help educate the buyer to them. There are many websites where you can sell used books, cds and records, with varying commission or fee structures and other requirements. Creating buyers in difficult selling markets, was brilliant, and full of great. Valueadded selling is a proactive philosophy of seeking ways to enhance, augment, or enlarge your bundled package solution for the customer. Product knowledge is transformed into a tailored solution when it is delivered and positioned based on the customers needs and language.
Now the new solution selling shows how the same principles and process may be applied to any business relationship in any industry. Consultative selling is a philosophy rooted in building a relationship between you and your prospects. If two heads are better than one, than several heads is best of all. It explores a selling technique in which the salesperson acts as an expert consultant for his or her prospects, asking questions to determine what the prospect needs. The term solution infers that the proposed new product produces improved outcomes.
Solution based selling is a term that has been used since the 90s and describes a selling approach that was a shift for many organizations. The sandler enterprise selling program ses gives organizations who sell into complex accounts a quantifiable enterprise selling system that can be launched, measured, tested, and amplified at any step of the process. Oct 29, 2007 mike bosworth is probably the smartest guy i ever met in the sales training world. One of the most intuitive books on the market for selling. There is a solution to this problem or situation i possess the skills, talents, and resources to discover the solution. Solutionbased selling tends to be a practical approach for sales teams to take. Abebooks is a global online marketplace for books, fine art, and collectibles.
Jan 26, 2017 the solutionselling methodology isnt just for the sales team. Solution selling first won its wellearned reputation among technology companies. Based on an exhaustive study of thousands of sales reps across multiple. Solution selling is an excellent vehicle to teach new salespeople critical sales skills and allow experienced salespeople to fine tune their skills. Let us come back to the example of the college student that was thinking problem oriented. A solution is the answer to a problem and therefore, before you can sell a solution, you have to identify a problem. Bosworth author two books on the topic of creating buyers in difficult selling markets. Its promising a lot and delivering more, always looking for ways to exceed the customers expectations. Youve probably heard of solution selling maybe its your strategy of choice. Solution selling training teaches sales professionals exactly how to prepare a customer focused introduction that customers will find compelling so that they meaningfully engage early in the sales cycle. Mike bosworth is probably the smartest guy i ever met in the sales training world. How to create a team selling approach that wins more deals. Prospecting and solutionbased selling skills for businesstobusiness sales professionals 9780977465941 by ary, winnie and a great selection of similar new, used and collectible books available now at great prices.
Consultative selling requires sales professionals to focus on executing 7 key behaviors. As you might remember, i announced in my thank you lets welcome 20 blog post a whole series about outcome selling. Is your company selling a commodity or a solution by roger bostdorff a local company wanted to grow their sales. If you live near a hpb, this is a great solution for selling your books. Solution selling created new rules for onetoone selling of hardtosell items. You could start with 100 books youll probably sell 10%15% of the books you list within the first month so if you want to sell more and grow your business quicker, then it will be better to have 1,000 or. Since you are dealing with financial transactions you want to make sure you are protected. Solution selling is a process to take the guesswork out of difficultto sell, intangible products and services.
The salesperson, in turn, uses that information to select the best possible. Ses provides both a clear methodology and an easytograsp crossfunctional vocabulary. Search the worlds most comprehensive index of fulltext books. The science of selling is the ultimate collection of evidencebased practices. Jan 22, 20 everyone is talking about outcomes, outcome selling, outcomebased selling, outcomedriven selling, outcomes in general and how to achieve them. Solutions based selling means providing answers to problems. Why should you practice consultative selling instead of. Below are 5 key points that may help you better align your messaging and book more meetings. The solutionselling methodology isnt just for the sales team. We will tailor our products and services so that they fit your reality precisely. This resultsbased book will show you how to improve your sales performance by first understanding your customers challengesand. Jan 29, 2012 this is usually service or solutionbased. Prospecting and solution based selling skills for businesstobusiness sales professionals 9780977465941 by ary, winnie and a great selection of similar new, used and collectible books available now at great prices.
Sandler enterprise selling program sales sandler training. However, they sold a product that could be purchased at staples, office max, meijer, walmart and even via the web. Mike bosworth has the best understanding of sales process in corporate america. Integrity selling selling solutions and training for your. To see what your friends thought of this book, please sign up. You can browse the stacks and theyll call you when your offer is ready. Jun 20, 2007 solution based selling is a term that has been used since the 90s and describes a selling approach that was a shift for many organizations. The term consultative selling first appeared in the 1970s book consultative selling by mack hanan. A salesperson who practices consultative selling develops a holistic and nuanced understanding of the buyers needs, and then they try to fulfill those needs with a customized solution. After reading this book, salespeople and sales managers will be able to use a welltested model that guides them through the process of selling. Solution selling mike bosworth this is the book that put mike on the map. More modern approaches to salesmanship attempt to make the salesperson an assistant buyer instead of breaking down the customers resistance through brute force. By accepting this fact he will easily destroy the root cause. What to consider when selling ebooks on your website.
The new solution selling best sales books new solution selling. This results based book will show you how to improve your sales performance by first understanding your customers challengesand. Integrity selling is a comprehensive sales training solution, grounded in strong values and ethics, that simultaneously elevates the two essential components to sales success. As a seller on abebooks you describe, store, and ship your items yourself. Solution selling is the best methodology ive seen for placing emphasis on business issues rather than product. In the 4 pricing methods, we discussed how the value comparison method is often the best way to support a high price on your offer. Access a free summary of solution selling, by michael t. Spin selling explains the science behind consultative selling, or rather, presenting an offer to a potential client, based systematically on the clients painpoints, using a powerful questioning process. This approach is typically referred to as consultative or needs based selling, because it focuses on identifying and fulfilling the customers needs. Were one of the easiest ways to get sell books online. Its the book that started a revolution of leading sales by uncovering the entire landscape of your buyer and sprinkling in sales content along the way. First, you have to understand how a solution is positioned in terms of two key variables, customization and integration. In order to think solution oriented, he would need to completely accept the fact that math is a part of his schedule and will, therefore, be tested in his exams, whether he likes math or not.
The 32 most highlyrated sales books of all time hubspot blog. Many new customers they talked with only focused on buying the lowest priced product. The salesperson diagnoses her prospects needs, then recommends the right products andor services to fill those needs. This positioning drives the basis of your competitive advantage and most crucially the paingain tradeoffs you need to understand. The list below is divided into what we consider relevant for indie or selfpublishers vs. Spin selling neil rackham this may be the best selling book of all time. Solution selling is a sales methodology that became popular in the 1980s.
The answer is to quit selling your solution as you would sell any other product and start selling like a business advisor, a job that requires the diagnostic skills of a doctor. We facilitate the sale of books, art, and collectibles by connecting sellers with buyers all around the world. Everyone is talking about outcomes, outcome selling, outcomebased selling, outcomedriven selling, outcomes in general and how to achieve them. There are thousands of sales books out there but which are best for you. Value based selling is the process of understanding and reinforcing the reasons why your offer is valuable to the purchaser. Valuebased selling is the process of understanding and reinforcing the reasons why your offer is valuable to the purchaser. In consultative selling, the sales professional learns about customer needs before talking about a product or solution. To trade in books, simply get an instant price, pack your into a box with anything else youre selling and ship them for free. Add some of the alltime best sales books to your reading list.
You must help customers unearth and comprehend their most compelling problems. Solution selling has a salesperson or sales team use a sales process that is a problemled rather than productled approach to determine if and how a change in a product could bring specific improvements that are desired by the customer. Solution based thinking or solution focused thinking involves evaluating a current problem or situation and determining a reasonable, practical plan to attack that problem or situation. This resultsbased book will show you how to improve your sales performance by first understanding your customers challengesand then providing intelligent. It enables sellers to make the way they sell as big an advantage as their product or service. If you dont mind investing some time and effort, youll probably make the most money by selling your unwanted collections online, directly to individual buyers. Solution selling is a type and style of sales and selling methodology. This approach is typically referred to as consultative or needsbased selling, because it focuses on identifying and fulfilling the customers needs. Sales techniques what is spin selling pipeliner crm. Best of all, youll get paid the day after we receive them. Based on an exhaustive study of thousands of sales reps across multiple industries and geographies, the challenger sale argues that classic relationship building is a losing approach, especially when it comes to selling complex, largescale businesstobusiness solutions. Bosworth and 20,000 other business, leadership and nonfiction books on getabstract.
As such, any silos or archaic compensation strategies that impede solution selling. Whether youre going after a major opportunity, trying to avoid discounting, speeding up a slowmoving deal, or reaching out to a prospect whos gone dark, team selling can make all the difference. Keep in mind that buyers today are more informed than they were when this book was written. Traditional solution selling is based on the premise that salespeople should lead with openended questions designed to surface recognized customer needs. The actual number of books you need to get started with your own homebased book store varies by how fast you want to get going. The difference between the two can be easily understood from bestselling author roy h. Are your shelves stacked with books you never read anymore. Mike bosworth founded a sales training organization known as solution selling in 1983, based on his experiences at xerox corporation the.