解决方案销售
Solution selling
Michael T. Bosworth · 初版 1994 年
5人推荐
11位读者提及
12次提及
为什么值得读
- 提供从初步接触到最终成交的9步销售流程
- 注重倾听客户并引导客户的顾问式销售方法
- 流程结构清晰严谨，尤其实用且契合工程师思维
当产品或服务难以描述、无形、销售周期漫长或价格昂贵时，往往很难销售。在这种情况之下，传统销售技巧不仅无济于事，反而可能阻碍成功。Solution Selling 是一种消除难售、无形产品与服务销售中盲目猜测的过程。它使销售人员能够把自己的销售方式打造成如同产品或服务本身一样巨大的优势。读完本书后，销售人员和销售经理将能够运用一套经过充分检验的模型，指引自己完成整个销售流程。
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……Lovers》- http://www.amazon.com/The-ART-WAR-FOR-LOVERS/dp/0671000632（链接修好了！不好意思哈……）《Hold 'em Poker: For Advanced Players》- http://www.amazon.com/Hold-em-Poker-Advanced-Players/dp/1880... 《Solution Selling: Creating Buyers in Difficult Selling Markets》- http://www.amazon.com/Solution-Selling-Creating-Difficult-Ma... 《The Endurance: Shackleton's Legendary Antarctic Expedition》- http://www.amazon.com/Endurance-Shackletons-Legendary-Antarc...……
…Lovers" - http://www.amazon.com/The-ART-WAR-FOR-LOVERS/dp/0671000632 (fixed! sorry about that...) "Hold 'em Poker: For Advanced Players" - http://www.amazon.com/Hold-em-Poker-Advanced-Players/dp/1880... "Solution Selling: Creating Buyers in Difficult Selling Markets" - http://www.amazon.com/Solution-Selling-Creating-Difficult-Ma... "The Endurance: Shackleton's Legendary Antarctic Expedition" - http://www.amazon.com/Endurance-Shackletons-Legendary-Antarc...…
……早期尝鲜者只要能搞清楚你有什么，对这方面的容忍度会更高。关于技术销售流程，有两本非常值得一读的背景参考书：Neil Rackham 的《Spin Selling》和 Mike Bosworth 的《Solution Selling》
…adopters are more tolerant of that if they can figure out what you have. Two good books on technology sales process that are worth reading for additional background are Spin Selling by Neil Rackham Solution Selling by Mike Bosworth
随着我更多地接触销售，我刚读了几本关于这个主题的书。《SPIN Selling》是其中之一，但作为一名工程师，我更喜欢 Michael Bosworth 的《Solution Selling》，因为它提供了一套类似但更详细的可遵循流程。http://www.amazon.com/Solution-Selling-Creating-Difficult-Ma...
As I'm getting more into sales I've just read a couple of books about the topic. SPIN Selling is one of them but as an engineer I liked Solution Selling by Michael Bosworth even more, as it gives you a similar, but even more detailed process to follow. http://www.amazon.com/Solution-Selling-Creating-Difficult-Ma...
Mike Bosworth 的《Solution Selling》——里面讲的全是顾问式销售、倾听，以及引导潜在客户走完从接触介绍到最终成单的 9 步流程
Mike Bosworth - Solution Selling - it talks all about consultative selling, listening and walking prospects through a 9 steps process from introduction to close
《Solution Selling》，M Bosworth 著。《Lead Customer Development》，C Alvarez 著
Solution Selling, M Bosworth. Lead Customer Development, C Alvarez
……正在考虑的事情。利用这些信息来更好地定位自己。- 解释说还有许多重要的细节仍需权衡，随着项目的推进这些都会得到解决。我已经生疏很多了。不过可以去读读关于 Solution Selling（解决方案式销售）的内容。http://en.wikipedia.org/wiki/Solution_selling
…considering. Use this knowledge to better position yourself. - Explain that are many important details still to be considering that will be addressed as you continue the project. I am very rusty. But read about Solution Selling. http://en.wikipedia.org/wiki/Solution_selling