Question: What is the best book/audio/website on solution selling with confidence? I'm trying to acquire some training tools for my newer sales reps. I'd like to focus on solution selling for value vs. price, and also on building confidence.

Answer: May I strongly suggest you do not use these tools? As someone with experience I can tell you these tools are a way for the provider/author to make money. Your reps, however, will not learn. Some will resent it, others will be happy just not to be working/at their job.\n\nThe best training is always having them practice their art, monitoring them and providing peer/supervisor feedback and creating a positive environment where the reps are happy and therefore motivated.
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