Joe Breider

Account Executive at DrJoe.me

I need help from Solutions Sellers

I have always studied problem selling (Sandler, Jim Camp, Chris Voss).

I need information on Solutions Selling for a class that I am going to teach.

Solutions Selling by Bosworth, must be solutions focused.

What about:

Strategic Selling by Miller, Heiman

Spin Selling by Rackham

The Challenger Sale, by Dixon, Adamson

Thanks in advance

🥎 Training

22 comments

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antiASKHOLE

Tycoon

Bravado's Resident Asshole

Let me get this straight…. You are going to teach a class on a subject that you don’t understand or know? Doesn’t that seem odd?

It would be like me going to teach how to perform surgery, but I have no idea which instruments to use…

Maybe put this on hold until you have experience on utilizing solution selling tactics instead of regurgitating theory?

Account Executive

I know this subject extremely well. Just not versed in the nuance of Solution Selling. A lot of Solution selling books are more anecdotal and not fact-based. I am teaching an evidence-based course.

oldcloser

Arsonist

💀

Right, because there aren't enough people like this to listen to.Sign me up.

detectivegibbles

Politicker

Sales Director

What's the ask here Joe Breider?

Account Executive

I want feedback on Solutions Sellers systems. What are best books. ie Solutions Sales by Bosworth.

oldcloser

Arsonist

💀

Without saying please?

antiASKHOLE

Tycoon

Bravado's Resident Asshole

“Pretty” please

Account Executive

With a cherry on top.

Account Executive

Hope the cherry on top works

Revenue_Rambo

Politicker

Director, Revenue Enablement

What did you find valuable in Solution Sales by Bosworth?

Account Executive

My main takeaway from Solution Sales by Bosworth is about control. Focus on two items: (1) the number of qualified prospects in your sales pipeline and (2) their status in the sales process.

Revenue_Rambo

Politicker

Director, Revenue Enablement

I’ve read this book and those aren’t the core principles. Bosworth was largely focused on what is now referred to as Value Based selling.

-Customer Centric focus
- building rapport
- guiding the customer through each step of the sales process
- active listening
- problem identification
- value prop
- competitive differentiation

Nothing here is too different than the majority of the other books or methodologies you’ve already pointed to (Sandler, SPIN, etc). They all require identification of a business problem.

Where I’m confused is how you are differentiating between problem selling and solution selling? I see so much overlap in your examples that I don’t get the problem you are trying to solve for in your request.

Account Executive

You are a rockstar. You have answered my question. I just want to verify the overlap. The reason I asked when you are so deep in one school of thought (HBS, MIT, Kellogg etc) you fail to see the similarities of other schools of thought. I am trying to reduce my biases so the students get access to other insights. Thanks again rockstar.

Justatitle

Big Shot

Account Executive

trying to push for Klout in the WR... this always works well

Maximas

Tycoon

Senior Sales Executive

Better take more time to read and fully understand these books before teaching em, just in case your fellas might miss their quota one day or even have any misunderstandings about em you won't be the one to be blamed here,right!

Account Executive

Agreed. That is why I want feedback on the Solutions subset. It is important to see how they compare to the problem school of thought. IMO you need to have an understanding of other schools of thought, even if that is not where you "traffic". Otherwise, bias creeps in.

thesearentleads

Member

Account Executive

Let’s get real, or let’s not play was helpful. SPIN as well

Account Executive

I liked SPIN as well

SoccerandSales

Big Shot

Account Executive

I have read the Challenger Sale and that has tons of good information within it.

Account Executive

Pretty please with a cherry on top, share your insights.

Kosta_Konfucius

Politicker

Sales Rep

Never Split the Difference is a big one, that I assume you read via your knowledge of Voss

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Joe Breider

I need help from Solutions Sellers

22 comments

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