September 2007
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| Learn the purpose behind the chart and the Blackberry. |
The New Solution Selling
by Keith M. Eades
Key takeaway tip – This book really helps you think about sales as a process through helpful and concise flowcharts and diagrams that illustrate ideas simply.
After developing initial principles and concepts in the first two chapters, the third chapter details the "Solution Selling Sales Process" with a sensible process flow model, which focuses on managing two kinds of opportunities:
- Latent – buyers who aren't looking to buy now.
- Active – buyers who do want to buy now and to find you.
The balance of the book devotes a chapter to each major step in the process for these two types of opportunities. Because most of our business comes from referrals, most of my work is in the area of "active" opportunities, which means that we – or a trusted referral source – already have a relationship and a new opportunity surfaces.
