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Summary: it is not an easy read, but if you work it, it pays off!
Review: After selling network and connectivity services through my own business for 26 years, I finally learned why I was successful, and why I failed. The most important part I took away was to shut down my attempt to rush a solution on a customer that I knew was correct. Rather I must develop a careful vision for the buyer, through many of the techniques I already apply in a haphazard way.
Slowing down, building the vision, is critical to a sale of services. Very hard to imagine "good network services" versus cruising in a BMW. The book is one of 50 that I have on sales and the first one to "click" Others have been good but typically just confirmed what I knew, this one forced action and thinking and role playing. Maybe because it was difficult to understand at first. Those selling services will surely benefit from it.
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Summary: Excelent Framework!
Review: Bosworth describes an excelent framework to sell in almost any situation/environment. This book is a must have to anyone involved with sales at any level. It discusses strategies, situations, cases and so on. Really a great acquisition.
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Summary: Better Sales Practices
Review: Bosworth sells us all on solution selling. He teaches us how to sell everything from shoes to software. IBM recommends this book as the definitive guide to their sales strategy. Bosworth provides numerous examples, case studies, and most importantly he explains and analyzes each of them. But perhaps the best example of solution selling is the book itself -- it solution-sells the concept of solution selling, from catching our attention, demonstrating that a problem exists, asking us questions, and finally prescribing a solution: solution selling. A must read for anyone in sales or business in general
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Summary: It's Brilliant
Review: Can't say enough about this book and this sales process. IT WORKS and has made me LOTS of money. A highly recommended read, and great companion (not replacement) to the sales traning course by the same name.
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Summary: It's Brilliant
Review: Can't say enough about this book and this sales process. IT WORKS and has made me LOTS of money. A highly recommended read, and great companion (not replacement) to the sales traning course by the same name.
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Summary: A step by step process for creating more interest and sales
Review: For many sales reps understanding the sales process and impacting it are innate for others its not. Bosworth shows the reader step by step what to do when and how to do it. It is not a bunch of theorizing like other sales strategy books this actually has real life examples of what to do.
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Summary: Solution Selling
Review: From what I have been told this book is a must read item for our business
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Summary: Take luck out of your sales and sales management experience
Review: God only makes so many natural sales people. As a Director of Sales and then a VP Sales & Marketing, I had to have a way to enable a wide variety of people to have consistent success selling my company's wide variety of expensive products and services... or I would be out on my ear. I also needed a way to tell my CEO and CFO what revenue they could expect monthly and quarterly. Solution Selling gave me the way. The results were that I could teach almost anyone to sell successfully and could set very accurate revenue forecasts to the delight of my management.The book is excellent. The seminar is even better. Really implementing this stuff is a step to take luck out of your sales and marketing operation. Implementing this take a committment from your CEO and VP Marketing. If you do not get all the pieces into place (all very reasonable) and strictly enforce compliance to the process, your results will improve but will be a mere shadow of the market dominating power of Mike Bosworths outstanding gift to the sales and marketing profession. Don't worry about your competition. You could send them the book and 99% of them would prefer to keep counting on luck to fatten their bank accounts. Do the work and let your competition wonder what happened to their former luck.
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Summary: Very Useful !
Review: I bought it because of the very high ratings. Initially, the book looked useful and "fair" but I thought it all revolved around 2 or 3 great and important ideas about the buyers psychology. Now I finished it and found it GREAT ! As an alternative about the same issues, IMHO I'd suggest Brian Tracy's "Advanced selling strategies".
It has much more ideas on more issues but they're not so well developed.
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Summary: bit disappointed
Review: I gave this book one star only to indicate that it was not for me, it may well be for people in other fields of selling. I actually work in the timeshare-business and since timeshare is also a "big ticket"-item I thought this could be the right book for me. First of all, let me state that I have read many books on sales and this is by far the most boring one that I have read so far. "Scripts", descriptions of specific sales-calls and so on, I personally don't like that AT ALL. If you find yourself in pretty much the same situation on every call you may find this book could be too versatile for you, it just covers too many different scenarios in order for me to find how it could benefit me. If you wanna find out about how to do a proper intent-statement on the phone etc. or sell stuff to companies, then maybe you should go for it, but a tough, not very inspiring read. And every book on sales should be inspiring. Selling is a creative process, this book is only technical. I really wanted to like it. I just couldn't.
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