Solution-Focused Selling

Dominic Hofstetter

in Books from Rainer Hampp Verlag

Abstract: This book introduces a new selling method that is based on the fundamentals of solution-focus, a counseling approach originally developed and applied in psychotherapy. It describes the challenges that salespeople and their marketing organizations face today and why their current selling methods no longer suffice. It continues to elaborate on how solution-focused attitudes, processes, and tools can be used to overcome these challenges, to increase advisory quality, and to eventually make higher sales. This book is directed toward salespeople of all industries who want to gain a competitive advantage and increase their success in business. Its content also relates to therapists, coaches, and managers who want to gain a new perspective in solution-focused management.

Keywords: solution-focus; solution-focused selling; sales; marketing; scaling question; solution-focused management (search for similar items in EconPapers)
JEL-codes: M30 M31 (search for similar items in EconPapers)
Date: 2008
Edition: 1
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