Solution selling
by Michael T. Bosworth · first published 1994
45% recommend55% neutral
Why HN recommends it
Describes a structured sales process for complex technology purchases, focused on diagnosing customer problems before pitching; engineers who move into sales say its detailed, step-by-step method suits them.
Summarised by Claude from recommending comments
When products or services are hard to describe, intangible, have long sell cycles, or are expensive, chances are they're difficult to sell. In situations like this, conventional sales techniques not only don't help, they may in fact hinder success. Solution Selling is a process to take the guesswork out of difficult-to-sell, intangible products and services. It enables sellers to make the way they sell as big an advantage as their product or service. After reading this book, salespeople and sales managers will be able to use a well-tested model that guides them through the process of selling.
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on “Sam Altman's Twitter AMA” ↗…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
on “Selling software/services to corporate clients” ↗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...
on “Enterprise Sales Tips for Hackers” ↗Mike Bosworth - Solution Selling - it talks all about consultative selling, listening and walking prospects through a 9 steps process from introduction to close
on “Ask HN: Best books or videos to get better at sales?” ↗Solution Selling, M Bosworth. Lead Customer Development, C Alvarez
on “Ask HN: Book recommendations for understanding sales?” ↗…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
on “Ask HN: How to handle clients asking for a design document before hiring.” ↗Mike Bosworth's two books Solution Selling and CustomerCentric Selling talk a bit about RFP/RFQ's. The authors note that most RF[PQ]'s are prewired and biased towards a preferred vendor. The client gives out the RF[PQ] so the client can say it…
on “RFPs Will Kill Us All” ↗There have been a few attempts to methodologize a more "consultative approach" to Sales, notably SPIN Selling, Strategic Selling and Solution Selling. The last of these has been the most successful, and interestingly it was cooked up by a tech. support guy, Mike Bosworth, who was "persuaded" to try his hand at Sales. I have tried to summarize the…
on “The Real Secret of Thoroughly Excellent Companies ” ↗http://www.amazon.com/Solution-Selling-Creating-Difficult-Ma...
on “Never Say WordPress When Selling a Web Design Project” ↗…Chasm -Web Copy That Sells -Yes!: 50 Scientifically Proven Ways to Be Persuasive -Three Steps to Yes: The Gentle Art of Getting Your Way -Getting to Yes: Negotiating Agreement Without Giving In -Solution Selling: Creating Buyers in Difficult Selling Markets -Copy Hackers (I've read these and they are very good)
on “Ask HN: Books on Sales?” ↗It sounded a lot to me like SPIN selling. A quick wikipedia search turned up Solution Selling (from the makers of SPIN selling). http://en.wikipedia.org/wiki/Solution_selling In all seriousness, while I found the book to be a really hard read, the tactics described are highly effective, not…
on “‘Sell me this pen:’ The real answer to The Wolf of Wall Street’s challenge” ↗Influence: The Psychology of Persuasion by Robert B. Cialdini https://www.goodreads.com/book/show/28815.Influence. Check also the "Solution selling" methodology developped by Xerox: https://en.wikipedia.org/wiki/Solution_selling
on “Ask HN: What are some good books/resources about sales?” ↗