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Solution-Focused Selling

Author

Listed:
  • Dominic Hofstetter

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.

Suggested Citation

  • Dominic Hofstetter, 2008. "Solution-Focused Selling," Books, Rainer Hampp Verlag, edition 1, number 9783866182318, June.
  • Handle: RePEc:rai:rhbook:9783866182318
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    More about this item

    Keywords

    solution-focus; solution-focused selling; sales; marketing; scaling question; solution-focused management;

    JEL classification:

    • M30 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Marketing and Advertising - - - General
    • M31 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Marketing and Advertising - - - Marketing

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