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The New Solution Selling, 2nd Edition by Keith M. Eades

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APPENDIX BSolution Selling: A Scalable Approach

Solution Selling was designed to be scalable and to address both complex, difficult sales cycles as well as less complex, shorter sales cycles. When the subject of the shorter or less complex sales comes up, I’m usually asked two questions: Does Solution Selling apply? If so, how is it used?

The concepts and principles apply to both and it’s because Solution Selling is based on human nature and how people buy; not all sales situations are created equal, however. Not all selling situations require an entire sales team to navigate every step of the sales process while using every job aid and technique of Solution Selling—that wouldn’t be practical.

Keep in mind that one of the cornerstones of the ...

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