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• Published on: 1771
• Binding: Hardcover

Customer Reviews

Most Helpful Customer Reviews

0 of 0 people found the following review helpful.
Ok, but not as good as the original
By Dave Ashman
The principles are ok, but there are too many fictional anecdotal examples. However, the fictional sales timeline i.e. bibliography of a sale was pretty interesting and realistic.Personally, I found Michael Bosworth's book to be more informative and interesting to read. Overall, if you're new to selling and in the mid-market i.e. 50k to 1m, then it's pretty good.

25 of 28 people found the following review helpful.
The definitive process for selling at the top
By C. M. Perkins
At first glance, this looks like a cumbersome, process-driven set of rules for selling high-value products and services. It is actually very effective.Whilst I think it would be perfect if you sell just a few multi-million pound solutions with a sales cycle of a year or more, it is also relevant to salespeople involved in five and six figure transactions.It is a very well-defined process with a number of `job aids' (forms) to help you analyse and keep track of everything. If you work on the basis that you don't need to complete every piece of paper for every opportunity, the basic premise is extremely valuable: keep control of the sale all the way through; rather than pass it to the buyer.It also forced me to raise my game, discard some unproductive behaviours (like working on proposals for poorly qualified prospects) and focus on `selling the way buyers buy'.For a complex sale in a political environment where decisions may be made by panels and competitive evaluations are the norm, this book is invaluable. Working out if you're `Column A' in the evaluation or `Column Fodder' is, in itself, a hugely valuable part of this process.Two other nuggets I took from this were: focus on how success will be measured and present a `value justification' alongside your proposal pricing to demonstrate ROI (and combat cheaper competitors); and produce an Evaluation Plan for a prospect, saying `here's how you can judge if we'll provide the right solution for you and here are all the go/no go gateways we'll pass through together before you finally commit to implement'. Whilst this is a little out of my comfort zone it certainly does keep you in control and I've had many examples from colleagues that it's highly effective.To pull everything together the book ends with a `Getting Started' section that helps to implement these ideas. To complement Solution Selling, I'd also recommend Paul DiModica's `Value Forward Selling: How to Sell to Management' as a very practical guide to operating at top level.

0 of 1 people found the following review helpful.
Two Stars
By Amazon Customer
Fine I guess

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