Contents
PART ONE Solution Selling Concepts
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