Solution Selling

General review about "Solution Selling", the premium book that Michael Bosworth launched in 1995.

We will explain: the conceptual framework proposed to start Advisory Sales Processes of Services and Products Software, the sense of comprehensive Commercial focus, Needs and Phases of the Buyer, and a number of useful strategies to help during the sale cycle.

Michael Bosworth proposes to begin the Sale Process by defining some Strategies that build the Vision of Pain based on Customer Needs.

Preparing ourselves to Negotiate

In the following lines where I'll try to do just an overview of important aspects to consider in the process of negotiation, I want to emphasize the importance of communication and the capacity of understanding the others and oneself. These points are fundamental to discover common interests between us and others.