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Mastering the Complex Sale By Jeff Thull

Mastering the Complex Sale
by Jeff Thull

In Stock
£4.99
Key strategies for long-term, sustainable customerrelationships With nearly every sector of the marketplace challenged likenever before, sales professionals are under pressure now more thanever. Success demands superior strategies and precise execution.
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Mastering the Complex Sale Summary


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

Key strategies for long-term, sustainable customerrelationships With nearly every sector of the marketplace challenged likenever before, sales professionals are under pressure now more thanever. Success demands superior strategies and precise execution.This Second Edition of Jeff Thull's bestselling Masteringthe Complex Sale gives you the edge you've been looking for.Continuing to create game-changing strategies and how-to's, Thullhas updated the Prime Process, a diagnostic, customer-centeredapproach that clearly sets you apart from your competition andpositions you with respect and credibility as a valued and trustedadvisor. A proven business paradigm that Mastering theComplex raises the bar for all sales methodologies.Mastering the Complex Sale, Second Edition redefines thestrategy of the complex sale, showing you how to * Gain access to and connect with the highest levels of power andinfluence * Differentiate yourself from competitors early in the salesprocess * Dramatically reduce the sales cycle time * Create questions that bring unrestricted flows ofinformation * Separate real business from resource drains * Translate your market strategy into sales results Giving you a solid system, along with the unique skills andmental discipline you need to execute it, this new edition of aclassic guide will show you how to compete and win when the stakesare high.

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About Jeff Thull


Jeff Thull is a leading-edge strategist and valued advisor for executive teams of major companies worldwide. As President and CEO of Prime Resource Group and author of three bestselling books, he has designed and implemented business transformation and professional development programs for companies including Shell, 3M, Intel, HP, Tyco, Siemens, Boston Scientific, and Abbott, as well as many fast-track start-up companies. He has gained a reputation as a thought leader in the arena of sales and marketing strategies for companies involved in complex sales.

Table of Contents


Foreword Wayne Hutchinson, Shell International ix Acknowledgments xxi Introduction to the Second Edition xxv I THE WORLD IN WHICH WE SELL 1 1 Caught between Complexity and Commoditization 3 If Our Solution Is So Complex, Why Is It Treated as aCommodity? 2 Avoiding the Traps of Self-Commoditization 31 Challenge Your Assumptions and Set Yourself Apart 3 A Proven Approach to Winning Complex Sales 49 You re Either Part of Your System or SomebodyElse s II THE FOUR PHASES OF DIAGNOSTIC BUSINESS DEVELOPMENT87 4 Discover the Prime Customer 89 Entering at the Level of Power and Influence 5 Diagnose Complex Problems 117 The Ultimate Source of Credibility and Differentiation 6 Design the Value-Rich Solution 145 Creating the Confidence to Invest 7 Deliver the Value 169 Creating Competitor-Proof Customer Relationships III DRIVING PREDICTABLE AND PROFITABLE ORGANIC GROWTH187 Building a Diagnostic Business Development Capability 8 Building a Value-Driven Sales Organization 189 Getting Paid for the Value You Create 9 Prevent Value Leakage 217 Capture Your Value with Diagnostic Business Development Epilogue: The Era 3 Sales Future 241 You Can Watch It Happen to You or You Can Make It Happen forYou About Prime Resource Group 249 Notes 255 Index 259

Additional information

GOR005632916
Mastering the Complex Sale: How to Compete and Win When the Stakes are High! by Jeff Thull
Jeff Thull
Used - Very Good
Hardback
John Wiley and Sons Ltd
2010-02-19
304
0470533110
9780470533116
N/A
Book picture is for illustrative purposes only, actual binding, cover or edition may vary.
This is a used book - there is no escaping the fact it has been read by someone else and it will show signs of wear and previous use. Overall we expect it to be in very good condition, but if you are not entirely satisfied please get in touch with us.