Solution Selling
by Michael T. Bosworth
Bosworth's 1994 method: diagnose pain, create a vision of the solution, control the buying process, and the nine-box questioning model. Foundational to a generation of B2B sales training.
Read it if…
you want the origin of 'solution selling' as a discipline.
See the book →
Skip it if…
you want the updated edition; see The New Solution Selling.
Try instead: The New Solution Selling →
Three things you will actually use
- No pain, no change.
- Vision before product.
- Control the process with mutual plans.
Do this first
Map a current opportunity to the pain-vision-control sequence.
Our verdict
The 1994 original.
See the book →
Compare with other Entrepreneurship books
Strategic Selling
Robert B. Miller and Stephen E. Heiman · Entrepreneurship
Account strategy's roots.
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The New Strategic Selling
Robert B. Miller, Stephen E. Heiman and Tad Tuleja · Entrepreneurship
Still taught worldwide.
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