Books

Mastering the Complex Sale: How to Compete and Win When the Stakes are High!

Average customer rating:

Good overview for beginners
Develop an unfair advantage & truly differentiate your offering
not much meat
Looking at things differently
Wonderfully fresh

Mastering the Complex Sale: How to Compete and Win When the Stakes are High!
Jeff Thull
Manufacturer: Wiley
ProductGroup: Book
Binding: Hardcover

General | Business & Investing | Subjects | Books

Systems & Planning | Management & Leadership | Business & Investing | Subjects | Books

Advertising | Marketing & Sales | Business & Investing | Subjects | Books

Look Inside Business Books | Trip | Specialty Stores | Books

All Amazon Upgrade | Amazon Upgrade | Stores | Books

Business & Investing | Amazon Upgrade | Stores | Books
Similar Items:

The Prime Solution: Close the Value Gap, Increase Margins, and Win the Complex Sale
Exceptional Selling: How the Best Connect and Win in High Stakes Sales
Hope Is Not a Strategy: The 6 Keys to Winning the Complex Sale
Solution Selling: Creating Buyers in Difficult Selling Markets
Lead Generation for the Complex Sale: Boost the Quality and Quantity of Leads to Increase Your ROI

ASIN: 0471431516

Book Description

If you specialize in complex sales, the business-to-business transactions that involve multiple decisions made by multiple people from multiple perspectives, this is the book for you! It presents The Prime Process—a diagnostic, customer-centered approach that clearly sets you apart from your competition and positions you with respect and credibility as a valued and trusted advisor. If the stakes are high and you’re expected to win, this book will give you the edge you’ve been looking for.

Buy your copy today!

Customer Reviews:

Good overview for beginners.......2007-04-10

This is the first book I have read that provides a good foundation for salesman who are beginners.

Develop an unfair advantage & truly differentiate your offering.......2006-09-14

Tremendous foundation of how to change the fundamentals, rules of engagement, the game and give yourself a wonderfully unfair advantage in business development that involves complex sales. Excellent read prior to reading Jeff Thull's other two (excellent) books, The Prime Process and Exceptional Selling, which get into more detailed tactics and how-to's. Consultative selling is not a way to differentiate yourself and your offering any longer. Most salespeople now use that approach. As Thull puts it, to truly differentiate yourself, you've got to be a diagnostic business developer. This book book will teach you if you how if you choose to implement the fundamentals of the Prime Process described. He makes the point that spectacular results always begin with unspectacular (unglamorous) preparation.

not much meat .......2006-09-13

I like thull and his perspective on sales and selling. But I was disapointed to find that there are too few examples of dialogues and samples about how conversations should go. paging thru his other book exceptional selling seem to have the meat I am looking for as an IT solution provider

it also echos what is in "top IT consultant"

Looking at things differently.......2006-02-16

This book is a great guide to help you view the sale through the customer's eyes. It has helped me think about the other side, rather than always thinking of what I need out of the deal. It has helped my sales considerably.

Books:

Books