The New Solution Selling
The Revolutionary Sales Process That is Changing the Way People Sell
by:
Keith M. Eades
Summary:
The book outlines a strategic sales methodology focused on understanding and addressing the specific needs of customers to create value-driven solutions. It emphasizes the importance of asking the right questions, aligning sales tactics with buyer behavior, and managing complex sales processes effectively.
Key points:
1. Pain Diagnosis: Salespeople should ask detailed questions to uncover customer problems, creating urgency and showing a commitment to solving these issues.
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