---
product_id: 8738215
title: "Solution Selling: Creating Buyers in Difficult Selling Markets"
brand: "michael t. bosworth"
price: "₨16434"
currency: LKR
in_stock: true
reviews_count: 13
url: https://www.desertcart.lk/products/8738215-solution-selling-creating-buyers-in-difficult-selling-markets
store_origin: LK
region: Sri Lanka
---

# Solution Selling: Creating Buyers in Difficult Selling Markets

**Brand:** michael t. bosworth
**Price:** ₨16434
**Availability:** ✅ In Stock

## Quick Answers

- **What is this?** Solution Selling: Creating Buyers in Difficult Selling Markets by michael t. bosworth
- **How much does it cost?** ₨16434 with free shipping
- **Is it available?** Yes, in stock and ready to ship
- **Where can I buy it?** [www.desertcart.lk](https://www.desertcart.lk/products/8738215-solution-selling-creating-buyers-in-difficult-selling-markets)

## Best For

- michael t. bosworth enthusiasts

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## Description

Solution Selling: Creating Buyers in Difficult Selling Markets

## Images

![Solution Selling: Creating Buyers in Difficult Selling Markets - Image 1](https://m.media-amazon.com/images/I/51afUyLlvyL.jpg)
![Solution Selling: Creating Buyers in Difficult Selling Markets - Image 2](https://m.media-amazon.com/images/I/71aYW4eiJ-L.jpg)
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## Customer Reviews

### ⭐⭐⭐⭐⭐ 5.0 out of 5 stars







  
  
    A Must Read
  

*by E***N on Reviewed in the United States on December 7, 2010*

An excellent book.  The author takes the approach of trying to understand the buyer's latent pain, and transform that into a purchasing decision. Instead of selling, the salesperson facilitates the buyer buying the product through self analysis and asking the right questions.  The sales cycle is looked at from a risk and reward profile, and the approach is both sound and straightforward.  While the author has a tendancy to emphasize his other seminars and training methods - available at additional cost - the approach he takes here is enough to really make you think.  Complete with scripts, examples, case studies and straightforward "do-this" suggestions, this is a must read.

### ⭐⭐⭐⭐⭐ 5.0 out of 5 stars







  
  
    Still the definitive advice
  

*by C***Y on Reviewed in the United States on April 22, 2013*

If you are in the Presales world and want to understand how to do really good Discovery work, you need this in your kit bagWhile this may not be sufficient, it is a necessary part of what you need to know.Know the nine box model - that is a great start in how to run a discovery session.

### ⭐⭐⭐⭐ 4.0 out of 5 stars







  
  
    Focus on solving the buyer's need; not on your product features
  

*by R***H on Reviewed in the United States on August 29, 2011*

I've never been a fulltime salesperson, but in one of my previous incaranations, a few years back, I was a jack of all trades, sales being one of them. The only way for me to be aware of the tricks of the trade was through sales books, and Solution Selling was one of the many that I turned to.The emphasis here is on solving a buyer's need as against trying to sell him a product/service. Bosworth says that the sales person should act as a buying facilitator or consultant intent on helping the customer solve his need -he talks about 3 levels of buyer needs- and then presenting his product/service as one that will solve the problem. That way, in the mind of the buyer, the salesperson has more integrity and the buyer gains confidence in the intent of the salesperson, i.e., a "spray and pray" approach isn't the one to take.Bosworth indentifies what he calls as the "10 faces of pain"; these are the ones that make the salesperson's job a difficult one. They are,1. Latent Need (buyer doesn't know the need)2. Price Negotiation (haggling buyer)3. Cold call 'window of opportunity' (cold call, Argg!)4. Organizational interdependence and access to power (the particular buyer you're in touch with do not have much buying power)5. Product or service viewed as 'commodity'6. Requests for proposal (often, responding to this is a waste of time and energy)7. Free education (some prospects use you to know more about what's out there in the market)8. Buyer gets cold feet9. Booking appointments over the phone (difficult to do)10. Buyer has been  to negotiating school (hard negotiators)So what's Bosworth's solution to these pains?1.  Recognize the Three Levels of Buyer Need (need that is hidden; need which the buyer is conscious about; the third need is vision related)2.  Features, Advantages, and Benefits (make sure you're coming across as someone interested in solving the prospect's problem and not  merely trotting out your features)3.  Participate in the Buyer's Vision4.  Solution Selling Tools (use them effectively)5.  Align With the Buyer's Shifting Concerns (you've to be in sync with the thoughts and concerns of the buyer)6.  Lead the Buyer and Stay Strategically Aligned7.  Advance the Buyer's Vision With Value Justification8.  Control the Process, Not the Buyer9.  Draw the Line in Price Negotiations10. Implement the Solution Selling Process (which is the sum of all of the above)The book is divided into 3 parts; part 1 is about the pains encountered in the selling process; part 2 is about the suggestions to overcome them; part 3 is shows field examples.A capable salesperson would know all of this --minus the specific tools and approaches he mentions here-- naturally; the book can be used to validate their beliefs. For the others, it will open them up to a new way of thinking about sales.I read a relatively recent article online where Bosworth dumps his previous approaches and says that stories are the way to go; "You use your storytelling ability to retell the customer's story, and then confirm - by asking - whether you've actually got the story right. Then, and only then, are you ready to sell, because then you can retell the customer story with a different ending or a new sequel, with your offering playing a role in the story." Now you know that he is a master salesman and a storyteller who is selling the world new ways to sell!

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*Product available on Desertcart Sri Lanka*
*Store origin: LK*
*Last updated: 2026-02-12*