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

Name: Mastering the Complex Sale How to Compete and Win When the Stakes Are High!
Price: 3.59 USD
Availability: InStock
ISBN: 9780470533116

ISBN-10: 0470533110

ISBN-13: 9780470533116

Edition: 2nd 2010

Authors: Jeff Thull

List price: $20.95

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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…

Book details

List price: $20.95
Edition: 2nd
Copyright year: 2010
Publisher: John Wiley & Sons, Limited
Publication date: 3/30/2010
Binding: Hardcover
Pages: 304
Size: 6.20" wide x 9.00" long x 1.10" tall
Weight: 1.078
Language: English



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