Keith M. Eades > Quotes

“Most organizations equate salespeople’s results with the skill of closing. The theory goes, if salespeople aren’t making their numbers; they must have a problem with closing. I’ve spent the majority of my professional life working with individuals and companies to improve their sales performance, and I can say without any hesitation that closing, the so-called skill of asking for the order, is not the big problem. Often my clients discover that the real problem with closing is not adequately defining or diagnosing the prospect’s problems in the first place.”
― Keith M. Eades, The New Solution Selling: The Revolutionary Sales Process That is Changing the Way People Sell

“Having enough other opportunities to work on is the best position a salesperson and his or her company can be in. A full pipeline gives salespeople the strongest position from which to negotiate—the ability to say no.”
― Keith M. Eades, The New Solution Selling: The Revolutionary Sales Process That is Changing the Way People Sell

“We discovered that the most important factor in successful selling has become the ability of sellers to collaborate with their buyers, at every stage of the buying process.”
― Keith M Eades, The Collaborative Sale: Solution Selling in a Buyer Driven World

“If you are not ready to walk away from an opportunity, then you probably are not in a position to reach final agreement effectively either. The principle here is simple, but the ability to adhere to it is not. If you don’t know the value that your solution provides to the prospective buyer, you are at a distinct disadvantage. Why? Because you have little, if any, bargaining power.”
― Keith M. Eades, The Solution Selling Fieldbook: Practical Tools, Application Exercises, Templates and Scripts for Effective Sales Execution

“Solution Selling is designed to help sellers understand and align with how buyers buy.”
― Keith M Eades, The Collaborative Sale: Solution Selling in a Buyer Driven World

“http://mhprofessional.com/mediacenter. Some”
― Keith M. Eades, The Solution Selling Fieldbook: Practical Tools, Application Exercises, Templates and Scripts for Effective Sales Execution