mike bosworth

[email protected]

mike bosworth

about patrick lannigan

Patrick Lannigan Contact Info

marketing

technology

corp dev

life

influencers

more

 

influencers

charlie rose

marianne lannigan

steve jobs

jamison tomasek

joe alsop

eric frey

brian eno

joeisms

randy gregory

gordon macdonald

mike bosworth

al ries

a special story about laureen martel

toronto writer - james fitzgerald

lannigan on: daniel pink

allan berkshire

 

Mike Bosworth

Patrick Lannigan — winter 2008/2009

Mike Bosworth

On his website it says "in 1983 Mike Bosworth developed a new buyer-oriented sales methodology called Solution Selling". That's not entirely true. It's no secret that much of the Solution Selling methodology is derived from Xerox sales training. Still, I have to tip my hat to Mike for putting together a sales training organization (and writing a book) that made such an impression on me. (I recommend the book for hard core followers only).

Why did Solution Selling make such an impression on me? In my career I've probably attended fifty or so training courses. None of them were as memorable (or as transformative) as Solution Selling (and I've taken it twice). I'll give a few examples, below.

Before I dive into a few examples I would be remiss if I didn't mention that Mike has recently started a new course and methodology called "Customer Centric Selling". Although I haven't attended the course I would have to give the book a thumbs down. There are merits to the book, but if I was a sales person looking for guidance it wouldn't be worth its cover price. Mike needs more help in the book area, in my opinion.

Concept:
Emotional Buying Decisions for Logical Reasons

Whether its a car or an enterprise software package, most of us make emotional buying decisions and retrofit a "logical reason" for doing so. I can use myself as the guinea pig here. I lobbied my company to buy me an Iphone.

 
 

patrick lannigan
public profiles

 
     

Email Patrick Lannigan at lannigan at gmail dot com for more information



This page was created and/or refreshed on April 12, 2017 @ 14:50:56
by Patrick Lannigan (or one of his cronies) in Markham, Ontario, Canada
The page subject is: Mike Bosworth