Ingredient #3 - The New Solution Selling

C&A models its selling and consulting after the sales process detailed in THE NEW SOLUTION SELLING. Jeff Chapman was first trained in Solution Selling in 1998 while with the IBM Software division.

He remains up-to-date on the latest ideas as a result of a personal 'leave' to study the current version of the book (November, 2004). Jeff uses the sales process, job aids and sales tools provided in this book to sell more effectively to his clients and to help his clients sell more effectively to theirs.



A basic overview from xmlwriter.

"Solution Selling" is a sales process which consists of a philosophy (the customer is the focal point), a map (how to get from where you are to where you want to be), a methodology (it includes tools, job aids, techniques, and procedures to succeed), and a sales management system (by which to analyze pipelines, qualify opportunities, and coach skills). Thus summarized, "Solution Selling" may seem to many, especially those with years of sales experience, to be simplistic. In fact, Eades offers some thought-provoking and unorthodox perspectives on what is seldom (if ever) simple: Persuading a sufficient number of people to buy whatever you offer for sale and then continue to do so, and at a margin sufficient to ensure sustainable profitability for your organization.

For more information and to explore transforming your business into a high performance sales culture, email Jeff. He knows the right people in this area. FREE 30 Minute CONSULT.