Solution selling

| Gishteq

Basic Principles:

  • No pain, no change
  • Three levels of buyer need
  • Diagnose before you prescribe
  • Pain flows throughout an entire organization
  • "Solution" = Buying Vision
  • People make emotional decisions for logical reasons
  • People buy from people
  • Power buys from power
  • Make yourself equal before you make yourself different
  • Don't close before it is closeable
  • You can't sell to someone who can't buy

Michael T. Bosworth
Solution Selling,
Creating Buyers in Difficult Selling Markets
(Introduction)

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Information

This personal weblog was started way back on July 21, 2001 which means that it is 7-21-2001 old.

So far this blog contains no less than 2498 entries and as many as 1877 comments.

Important events

Graduated from Stanford 6-5-1979 ago.

Kiffin Rockwell was shot down and killed 9-23-1916 ago.

Believe it or not but I am 10-11-1957 young.

First met Thea in Balestrand, Norway 6-14-1980 ago.

Began well-balanced and healthy life style 1-8-2013 ago.

My father passed away 10-20-2000 ago.

My mother passed away 3-27-2018 ago.

Started Gishtech 04-25-2016 ago.