The new solution selling [electronic resource] : the revolutionary sales process that is changing the way people sell / Keith M. Eades.

Solution selling concepts
Solutions
Principles
Sales process
Creating new opportunities
Precall planning and research
Stimulating interest
Define pain or critical business issue
Diagnose before you prescribe
Creating visions biased to your solution
Engaging in active opportunities
Selling when you're not first
Vision re-engineering
Qualify, control, close
Gaining access to people with power
Controlling the buying process
Closing: reaching final agreement
Managing the process
Getting started with the process
Sales management system : managers managing pipelines and salespeople
Creating and sustaining high performance sales cultures.