Buy books about Solution selling!

Buy books about Solution selling!


I discovered Solution Selling® a couple of years ago and was taken aback by its usefulness. Essentially, it brought together most of what I had learned on the job and through reading books in my first 25 years [of] selling and put it into a framework. It has great ideas, techniques and tools that help you do your job better. It unquestionably helps you gain more control over the sales process and by having a process to follow you don’t need to “think afresh” with every new twist and turn in an opportunity’s life. It has also been useful in providing myself and my colleagues with a shared lexicon, understood by all, which helps us communicate with and help each other better.
That said it has its drawbacks. It is jargon heavy and, I feel, is unnecessarily over-complicated at times. It takes continuing effort to apply and keep applying, and in times of great stress it’s easy to slip into old bad habits. But it’s still the best thing that happened to my sales career and the whole Lium cooperation.

Cheers!

Richard Lium