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PART FOUR Qualify, Control, Close
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PART FOUR Qualify, Control, Close
by Keith M. Eades
The New Solution Selling, 2nd Edition
Cover Page
The New Solution Selling : The Revolutionary Sales Process That is Changing the Way People Sell
Copyright Page
Dedication
Contents
Foreword
Preface
Acknowledgments
PART ONE Solution Selling Concepts
Chapter 1: Solutions
Chapter 2: Principles
Chapter 3: Sales Process
PART TWO Creating New Opportunities
Chapter 4: Precall Planning and Research
Chapter 5: Stimulating Interest
Chapter 6: Defining Pain or Critical Business Issue
Chapter 7: Diagnose Before You Prescribe
Chapter 8: Creating Visions Biased to Your Solution
PART THREE Engaging in Active Opportunities
Chapter 9: Selling When You’re Not First
Chapter 10: Vision Re-engineering
PART FOUR Qualify, Control, Close
Chapter 11: Gaining Access to People with Power
Chapter 12: Controlling the Buying Process
Chapter 13: Closing: Reaching Final Agreement
PART FIVE Managing the Process
Chapter 14: Getting Started with the Process
Chapter 15: Sales Management System: Managers Managing Pipelines and Salespeople
Chapter 16: Creating and Sustaining High-Performance Sales Cultures
Appendix A: Value Justification Example
Appendix B: Solution Selling: A Scalable Approach
Afterword
Index
About the Author
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Chapter 10: Vision Re-engineering
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Chapter 11: Gaining Access to People with Power
PART FOUR
Qualify, Control, Close
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