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Оглавление - Solution Selling, Rebuilt: The Human-Centric Framework
- Introduction
- Why Complex Sales Break Where Everything Seems Logical
- Chapter 1. Why the Client Almost Always Buys Something Other Than What They Say
- Chapter 2. The Client’s Real Problem: Why It’s Almost Never Talked About
- Chapter 3. Three Client States: From «We’re Fine» to «We Need Exactly This»
- Chapter 4. How to Talk to a Client So They Start Thinking
- Chapter 5. How to Draw Out Consequences the Client Doesn’t Want to Think About
- Chapter 6. Co-creating the Solution: The Moment Where Deals Are Won
- Chapter 7. Who You’re Really Selling To — And Who Actually Makes the Decision
- Chapter 8. How to Reach Decision-Makers Without Breaking Relationships
- Chapter 9. Price, Discounts, and Negotiation: How Not to Turn into a Marketplace
- Chapter 10. What a Complex Deal Cycle Really Consists Of
- Chapter 11. Documenting Agreements and Controlling Deal Movement
- Chapter 12. Why Lone «Stars» Don’t Make Sales Stable
- Chapter 13. How a Manager Can See Reality, Not Reports
- Conclusion. Selling Complexity Is a Profession, Not a Bag of Tricks