HOWEVER, in order for these ideas to actually be effective, you must plan on implementing the ideas and putting in a lot of work. Bosworth shows you, tells you, gives you an outline, gives you specific questions and just about anything else you could need to be successful after implementing his process. But this is not a book you can simply read and be successful. It takes practice, practice, practice.
Since I have institued his process in my selling (and I STILL practice the process), my sales calls have dramatically improved. Most notibly, Bosworth shows you how to position yourself and ask questions in such a way so that the customer feels in control of the process. I actually have had prospects close themselves.
The ideas and plans in 'Solution Selling' require a great deal of hard work for the sales person to implement, but trust me, it will pay off. Not only that, if you love sales like I do, it will help sales be fun again.
The book is excellent. The seminar is even better. Really implementing this stuff is a step to take luck out of your sales and marketing operation. Implementing this take a committment from your CEO and VP Marketing. If you do not get all the pieces into place (all very reasonable) and strictly enforce compliance to the process, your results will improve but will be a mere shadow of the market dominating power of Mike Bosworths outstanding gift to the sales and marketing profession. Don't worry about your competition. You could send them the book and 99% of them would prefer to keep counting on luck to fatten their bank accounts. Do the work and let your competition wonder what happened to their former luck.
