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

ISBN-10: 0470533110
ISBN-13: 9780470533116
Edition: 2nd 2010
Authors: Jeff Thull
List price: $16.99 Buy it from $4.86
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Description: Key strategies for long-term, sustainable customer relationshipsWith nearly every sector of the marketplace challenged like never before, sales professionals are under pressure now more than ever. Success demands superior strategies and precise  More...

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Book details

List price: $16.99
Edition: 2nd
Copyright year: 2010
Publisher: John Wiley & Sons, Limited
Publication date: 3/30/2010
Binding: Hardcover
Pages: 304
Size: 6.25" wide x 9.25" long x 1.25" tall
Weight: 1.210

Key strategies for long-term, sustainable customer relationshipsWith nearly every sector of the marketplace challenged like never before, sales professionals are under pressure now more than ever. Success demands superior strategies and precise execution. This Second Edition of Jeff Thull′s bestselling Mastering the Complex Sale gives you the edge you′ve been looking for. Continuing to create game-changing strategies and how-to′s, Thull has updated 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. A proven business paradigm that Mastering the Complex raises the bar for all sales methodologies. Mastering the Complex Sale, Second Edition redefines the strategy of the complex sale, showing you how to Gain access to and connect with the highest levels of power and influence Differentiate yourself from competitors early in the sales process Dramatically reduce the sales cycle time Create questions that bring unrestricted flows of information Separate real business from resource drains Translate your market strategy into sales resultsGiving you a solid system, along with the unique skills and mental discipline you need to execute it, this new edition of a classic guide will show you how to compete and win when the stakes are high.

Foreword
Acknowledgments
Introduction to the Second Edition
The World in Which We Sell
Caught between Complexity and Commoditization: If Our Solution Is So Complex, Why Is It Treated as a Commodity?
Avoiding the Traps of Self-Commoditizatdon: Challenge Your Assumptions and Set Yourself Apart
A Proven Approach to Winning Complex Sales: You're Either Part of Your System or Somebody Else's
The Four Phases of Diagnostic Business Development
Discover the Prime Customer: Entering at the Level of Power and Influence
Diagnose Complex Problems: The Ultimate Source of Credibility and Differentiation
Design the Value-Rich Solution: Creating the Confidence to Invest
Deliver the Value: Creating Competitor-Proof Customer Relationships
Driving Predictable and Profitable Organic Growth: Building a Diagnostic Business Development Capability
Building a Value-Driven Sales Organization: Getting Paid for the Value You Create
Prevent Value Leakage: Capture Your Value with Diagnostic Business Development
Epilogue: The Era 3 Sales Future: You Can Watch it Happen to You or You Can Make It Happen for You
About Prime Resource Group
Notes
Index

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