The document discusses solution selling principles from Keith M. Eades, including identifying customers' critical problems throughout their company, understanding needs before selling, selling to decision makers, and that buyers' concerns can shift over time. It also provides an overview of Eades' buying process model and mentions that a good sales formula can help qualify opportunities, measure success probability, and manage sales pipelines to meet forecasts.

2. what solution
did you provide for your
last customer?

3. solution selling is a mutually shared answer to a recognised problem, - Keith M.Eades
3

4. solution selling
principles

5. principles of sales
no critical problem, no sale
pain should be identified throughout the company
understand their needs before selling
always sell to the decision maker
buyers concerns shift over time says Keith M. Eades

6. buyers concerns shift over time
Buying process
Determine
needs
Evaluate
alternatives
Evaluate
risk
needs
cost
solution
risk
risk
cost
needs
solution
Keith M. Eades - The new solution selling

7. a good sales formula can
provide you with a quick
way to qualify opportunities,
measure opportunities probability
so success, and help manage
sales pipelines to meet
revenue forecasts.
- Keith M. Eades