Mike Bosworth is a legend in professional sales, as both a theorist who has written outstanding books that have stood the test of time and had an inspiring career as a practitioner. In 1983, Mike founded Solution Selling and later published his legendary book "Solution Selling: Creating Buyers in Difficult Selling Markets". He authored a second book with John Holland, "Customer Centric Selling," which also became widely recognized within the sales industry.

Join us as we discuss Mike's incredible story in professional sales, diving into the history of SPIN selling and the importance of having a strategic value, customer centric approach to selling.

Highlights:

Mike's journey in professional sales
A flaw in training for the SAAS selling process
Overcoming discovery resistance
The history of SPIN selling
Emotional connection through story tending Episode Resources
Connect with Mark Cox
https://www.inthefunnel.com/
https://ca.linkedin.com/in/markandrewcox
https://www.facebook.com/inthefunnel
markcox@inthefunnel.com
Connect with Mike Bosworth
Solution Selling: Creating Buyers in Difficult Selling Markets: https://a.co/d/gtzAENj
Customer Centric Selling: https://a.co/d/24aRuaE
https://www.storyseekers.us/
https://weconcile.com/
https://www.linkedin.com/in/mikebosworth

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Solution Selling and Customer Centric Selling with Mike Bosworth