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Solution selling has been around for many, many years. I am disappointed to read such a basic, almost obsolete book from Ram. The title is deceptive, the book is not about what the customer wants to know. It's about the basic concepts in complex sales process and the essence of solution selling.
The book starts with a story of a salesperson who leads with product and price and does not even understand who plays which role in the sales process. I don't believe there are companies who hire such people anymore. I expect the most basic sales department to do much better.
I am returning this book.
I've heard this a million times, it is scary that my grandfather used to say all of those things. There is nothing new to this book unless you have been living in a cave for the last 20 years.