Mastering the Complex Sale How to Compete and Win When the Stakes Are High!
Edition: 2nd 2010
List price: $19.99
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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 execution. This Second Edition of Jeff Thullâ€²s bestselling Mastering the Complex Sale gives you the edge youâ€²ve been looking for. Continuing to create game-changing strategies and how-toâ€²s, 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.
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All the information you need in one place! Each Study Brief is a summary of one specific subject; facts, figures, and explanations to help you learn faster.
List price: $19.99
Copyright year: 2010
Publisher: John Wiley & Sons, Limited
Publication date: 3/30/2010
Size: 6.25" wide x 9.25" long x 1.25" tall
|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|