by Frédéric Buchet · Dunod · tapa blanda · ISBN 9782100769841
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In today's B2B world, most companies still sell using a transactional approach, as if they were simply trying to 'place' a product. However, clients now expect much more from a salesperson: a deep understanding of their challenges, an insightful vision of their business, and solutions uniquely tailored to their context that create real value (ROI). This book synthesizes over 25 years of research in B2B sales, covering proven methodologies such as Consultative Selling, Solution Selling, SPIN Selling, Value Selling, Challenger Sale, and Insight Selling. With numerous concrete examples, expert advice, and practical cases, it enables all sales professionals and managers to transition to a solution-based selling mode.
