marketing and sales

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

It is often said that "people buy people" and Michale Bosworth's book "Solution Selling" explains why. Can you remember buying a big ticket item and not having to be "closed" on the deal? Well I can, and Solution Selling explains exactly how that happened. Michael Bosworth crystalizes the process that all great sales people use every day to become one of the 20% that make 80% of the sales. Once you have read this book, you will recognize "Solution Selling" techniques being used by the sales masters to effectively create relationships that close the sale. These techniques can be used to create win-win relationships in the workplace, or to make increased sales. I have benefitted greatly from reading this book and I say "Don't let this one get away without reading it!" Thanks Michael Bosworth for demystifying the sales process and letting us know why sales people are, and should be, the most highly paid people in the world.

I liked SPIN SELLING better as they both covered the same ground with similar approach, but SPIN SELLING seemed better researched and had 4 steps where this had 9. Spin Selling was a better read too.

However, it is entirely possible that had I read this before reading Spin Selling, I would have gained more from this, and hence liked it more.