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

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CHAPTER ELEVENGaining Access to People with Power

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A few years ago, while I was teaching a Solution Selling workshop in Stanford, Connecticut, a young lady, Christine Matson, came up to me at the end of the third day and said, “I wish I had been given the Solution Selling process in my previous company. I know I would still be there if I had. Would you mind if I passed your name along to my former boss? I still stay in touch with him.” “Of course not,” I said.

That was on a Thursday. The following Monday, I received a phone call from—guess who? Her former boss, a sales manager, who asked, “What exactly do you do and what is Solution Selling all ...

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