Solution Selling: Creating Buyers in Difficult Selling Markets

by Michael T. Bosworth

``Solution Selling is the most comprehensive sales and sales management process available today. Mike Bosworth has the best understanding of sales process in corporate America.''Jeffrey M. Fisher, Vice President, Symix Computer Systems.

Genres: Business, Nonfiction, Management, Entrepreneurship

224 pages, Hardcover

First published September 1, 1994

Reviews

[Tim · Rating 5 out of 5]

This is a constructive approach to winning and keeping customers by learning to ask the right questions that lead towards a win win solution for both parties. The cycle that he proscribes takes into account the difficulty of selling solutions in tough markets, which includes an increase in competition. In our current environment I have learned the importance of understanding what Bosworth calls situational fluency, or a consultative salespersons framework to offering a solution. Superior sellers are able to align a selling methodology with the buyers level of need and progress through a buy cycle. Key areas to learn from the buyer include their situation, or how they operate and all that goes into their decision making. I learned it is impossible to know every aspect of a buyers condition along with all aspects of your product, service, or capability to match effectively. The right questions lead to a better understanding and a follow-on solution. The other high level need for superior sellers is intuitive relationship building skills, along with excellent listening skills that help to establish sincerity and trust. The ideal selling situation is to establish trust and confidence through good questions, uncover problems and offer a well thought out solution. There are other areas that are helpful in the book such as establishing a selling framework document, cold calling communication, and other appropriate communication techniques with a prospect or client.

[Andrew Ferenci · Rating 5 out of 5]

This was one of the most influential books I've read for B2B sales and largely defined my early career as an entrepreneur.

[Sirjon · Rating 5 out of 5]

Buku "Solution Selling" oleh VIRJA DHARMA GITA adalah panduan praktis untuk profesional penjualan yang ingin meningkatkan kemampuan mereka dalam memahami kebutuhan pelanggan dan menawarkan solusi yang bernilai tambah. Buku ini menekankan pentingnya membangun hubungan yang kuat, memahami masalah pelanggan, dan memberikan solusi terukur yang membantu mereka mencapai tujuan bisnis. Buku ini juga memberikan panduan untuk membuat proposal yang terstruktur dan memberikan dukungan berkelanjutan setelah penjualan.

[Jeff Surprenant · Rating 4 out of 5]

Good book. Needs an update to provide examples with the modern business environment.

[George Davidson · Rating 5 out of 5]

The OG

[Jason Mesiarik · Rating 4 out of 5]

Mike Bosworth mameks the art of selling scientific in creating a defined sales process focused on the client.

[Jhon Chairuddin · Rating 4 out of 5]

bagus utk strategi penjualan tapi terlalu fokus pada teori tidak ada contoh kegagalan dan proses bangkit dari kegagalan

[E · Rating 5 out of 5]

Savvy guide to business-to-business selling

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.

[Steve · Rating 4 out of 5]

The first part of this book was very valuable; helping sellers understand buyer psychology under challenging and complicated situations. The second half of this book was almost completely useless for me, serving as a set of testimonials about how good the Solutions Selling system is in B2B sales with large clients. If you need this book, read the first half (recommended) and skip the second part.

[Berenice · Rating 4 out of 5]

This is clearly a very sound sales technique, and makes good sense. I know it is followed by a lot of companies and has been very successful. The book is clear and gives plenty of diagrams and examples, but I think to carry this off successfully you would be best to attend a training course (for me anyway!)

[Jacob · Rating 3 out of 5]

This book offered some great sales strategies. It stayed away from in-your-face tactics and simply taught readers how to demonstrate the value of an offering. I thought it was worth the time.

[Will · Rating 1 out of 5]

Oh my how I want to kill myself now. Will my new job really be like this?

[Peter · Rating 4 out of 5]

This is a great book for understanding sales in a service business. It's not really current and up to date (yeah, we have email now) but it was valuable for me to read as a small business owner.

[Eliot · Rating 5 out of 5]

This was my first book on solution selling and I still use it when I go back to basics.

[Lori Grant · Rating 5 out of 5]

A must-read book on sales and selling techniques for knowledge workers, managers, executives, and entrepreneurs.

[Robert · Rating 5 out of 5]

I loved this book so much I built this sales methodology into our organization and require it to be read by all new sales hires.

[Andy · Rating 3 out of 5]

Asking the potential buyer questions makes them feel like you are human and drives you to facilitate help instead of just pushing products.

[Trent · Rating 4 out of 5]

This book changed my sales career forever. It took me from a failure to a top performer.

[Allison Boerum · Rating 4 out of 5]

Great resource for any industry