CHAPTER ELEVENGaining Access to People with Power
A few years ago, while I was teaching a Solution Selling workshop in Stanford, Connecticut, a young lady, Christine Matson, came up to me at the end of the third day and said, “I wish I had been given the Solution Selling process in my previous company. I know I would still be there if I had. Would you mind if I passed your name along to my former boss? I still stay in touch with him.” “Of course not,” I said.
That was on a Thursday. The following Monday, I received a phone call from—guess who? Her former boss, a sales manager, who asked, “What exactly do you do and what is Solution Selling all ...
Get The New Solution Selling, 2nd Edition now with the O’Reilly learning platform.
O’Reilly members experience books, live events, courses curated by job role, and more from O’Reilly and nearly 200 top publishers.
