This book focuses on what a salesperson should concentrate on as well as what the buyer's perspective is. It helps identify features, advantages and benefits. This book offers an explanation of why people buy people.

Michael Bosworth is helpful in being able to shift a new salesperson's mentality from looking at sales from a buyer's mentality. Solution Selling gives a new salesperson a salesperson's perspective, and not a buyer's perspective, when it comes to walking a prospective buyer through the sales process. This mental shift from buyer to salesperson is absolutely mandatory in order to own the selling process that Bosworth outlines.As a result, Solution Selling helps salespeople to develop a "smart" questioning process which the prospect willingly follows, as they believe they are in charge of the sales process. Masterful!


Highly recommend for B2B sales and high ticket services sales.

While I am sure that even experienced sales people can get something out of Solution Selling, I would particularly like to recommend the book for people new to the field and unsure how to proceed.

I am an experienced consultant who has just taken on sales and market development responsibilities within my company. I had a definite idea of what sales meant, and I was not at all sure that I liked it. One of my colleagues recommended Solution Selling as a good book to help build some perspective on my new position.

Many people talk about solution sales, but when you come right down to it they do little more than attempt to move hardware. I was delighted to see the same techniques and skills that I use in consulting coming back as the sales skills in the Bosworth book. His steps and tools seem both intuitive and logical.

I have a feeling that this is a book that I will be going back to in the coming year!