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Summary: Great way to train your sales force
Review: The book and the fundamentals behind it are fantastic. It translates into almost any selling situation. Great book!
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Summary: If you can read only one book on selling, this is the one.
Review: This is the absolute best work on selling complex products in difficult selling markets. It covers all the essential elements needed to take people "familiar with selling" up to the next level of "high-performing achievers." For high-tech companies, it explains a cornerstone philosophy, on par with "Crossing the Chasm."
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Summary: I hope my competitors don't read this book!
Review: This is the book that I have been waiting for. Mike Bosworth is able to capture the give and take of a sales call in a way that emphazises integrity in the sales process. The process that he teaches will truly allow me to win sales not just based on my product, but based on my sales process.
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Summary: Responsible for selling services? This book is a MUST!
Review: What will you get out of this book? You will learn to make the process of selling a very formidable strategic and competitive advantage on top of all the other advantages you may already have (technical competence, etc.). This possibility alone immediately convinced me to get this book without a moment's hesitation.First of all, let me say that this book is aimed at showing you more than just selling services. It is aimed at teaching you how to sell anything (services or products) that is difficult to sell - intangible, hard to describe, or expensive. I am most familiar with selling services so I will restrict this review to this one aspect of the book. If you are in consulting, you have already experienced the deleterious effects of a bad sale several times in your career. But if you are the salesperson responsible for selling these services, you really don't see any way out of the most common situations that lead to the bad sales! I have been both a sales person trying to sell and the project manager trying to implement these badly sold projects. Before reading this book, I strongly felt that there was no solution (no pun intended). One of my really good friends recommended this book after hearing my complaints. I started reading it a bit at a time and it has taken me several months to put this theory into practice. And I am still learning (nowhere close to sales excellence). But there is finally some light at the end of the tunnel for anyone stuck in a similar situation because of what's in this book. The book is divided into three parts - 10 Faces of Pain, Strategies to facilitate, influence, and control the buying process, and Solution selling in action. Through out the book, the author uses several realistic examples in a dialogue fashion to clearly show the problem at hand. The first part sets the stage so that you are ready for the solution, the second part outlines and describes in detail 10 different strategies, and the last part is full of success stories of people or companies that used these strategies to eliminate their selling pain. If you are having trouble selling something, do not hesitate to get this book. I have not regretted this purchase even once! My only recommendation is to spend a lot of time understanding every aspect of the solution selling process so you can master it. Good luck!
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