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by Keith M. Eades
Premium summary · Opens in the app · 30 min read
Most sales training fails for a simple reason. It teaches techniques without teaching a system. Salespeople learn how to handle objections, how to close, how to build rapport, and how to present features. Then they return to the field and do what they always did, because techniques without a process collapse under the pressure of real selling situations.
By Keith M. Eades
Estimated Reading Time: 48 minutes
### What You'll Learn
This book reveals a complete system for transforming how you sell. You will discover why buyers resist change even when they need it, how to diagnose problems before prescribing solutions, and how to guide buying decisions rather than push products. You will learn the nine-block framework for building buyer vision, the five variables that determine whether any sale will close, and the management systems that turn average salespeople into consistent performers.
### Who This Book Is For
This book is for salespeople who sell complex products or services where the buying decision involves multiple people, significant investment, and real organizational change. It is for sales managers who need to forecast accurately and develop their teams. It is for executives who want to build a sales culture that produces predictable revenue. If you sell something that requires the buyer to think, change, and commit, this book is for you.
Most sales training fails for a simple reason. It teaches techniques without teaching a system. Salespeople learn how to handle objections, how to close, how to build rapport, and how to present features. Then they return to the field and do what they always did, because techniques without a process collapse under the pressure of real selling situations. Keith Eades spent decades observing this pattern. He watched companies invest heavily in sales training only to see their revenue remain flat. He studied the difference between salespeople who consistently succeeded and those who struggled. What he discovered was not that great salespeople had better personalities or more natural talent. The difference was that great salespeople followed a repeatable process, whether they knew it or not. The problem was that this process existed only in the heads of the best performers. Eades called these natural sellers "Eagles." They intuitively understood how to diagnose problems, build vision, navigate organizational politics, and guide buyers to decisions. But their methods could not be transferred to others because they had never been documented. This book solves that problem. It captures the Eagle's process and turns it into a system that any willing salesperson can learn and apply. The result is not a collection of tricks or scripts. It is a complete methodology for selling solutions in complex business environments. The timing of this book matters. For decades, companies could succeed by selling products. A salesperson could learn the features, memorize the benefits, and present to anyone who would listen. But the world changed. Products became commodities. Buyers became sophisticated. Information became freely available. By the time a buyer talks to a salesperson, they often know more about the product than the salesperson does. What buyers…
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Get the complete summary in the appNo pain, no change. Diagnose before you prescribe.
A solution is a mutually agreed-upon answer to a recognized problem that provides measurable improvement.
The sales success formula is Pain × Power × Vision × Value × Control = Sale.
Buyers want salespeople who understand their world. Build situational fluency.
Vision is built through dialogue, not presentation. Let buyers articulate what they want.
You cannot sell to someone who cannot buy. Gain access to power.
"The New Solution Selling" is a strong fit if you want practical ideas around business, management, leadership, especially themes like no pain, no change. diagnose before you prescribe; a solution is a mutually agreed-upon answer to a recognized problem that provides measurable improvement. The MinuteRead summary distills these concepts into a focused read, whether you're deciding whether to buy the book or applying its lessons at work.
Motivated to help readers with so a solution is a mutually agreed-upon answer to a recognized problem, Keith M. Eades wrote “The New Solution Selling” to package those ideas for a fast, focused read. In “The New Solution Selling”, Keith M. Eades focuses on so a solution is a mutually agreed-upon answer to a recognized problem. Through “The New Solution Selling”, Keith M. Eades distills the core ideas on business into lessons readers can absorb in a single short sitting. Readers turn to this work…
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