“But I’m not in sales!” You may complain. Your job may not involve selling products to customers, but we all have to sell at various times in our careers. Whether we are selling our boss on a promotion or an extension for a deadline, or trying to sell a team on adopting a new tool – we all sell. “Solution Selling” is something of a buzz word in the sales field, referring to how you approach a negotiation. A lot of people get too heavily involved in what they want for themselves – this generally doesn’t work. You always want to enter a discussion in terms of why the other person wants to do what you want them to do – you want to sell them the solution to a problem they have (or may not have been aware that they had.) There are a lot of formulas and walkthroughs in this book. Don’t worry about those too much – just read through it and let it sink in.