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

  • 3h 44m
  • Jeff Thull
  • John Wiley & Sons (US)
  • 2010

Fluctuating customer requirements and competitive forces are putting more pressure on sales professionals. If you work in complex sales, you know that it’s the most competitive and lucrative arena in the sales world. But setting yourself apart from the competition is tough. Success demands superior strategies and precise execution. If the stakes are high and you’re expected to win, you will need Mastering the Complex Sale to give you the edge you’ve been looking for.

For two decades, Jeff Thull has been teaching leading-edge strategies to professionals involved in complex sales. Now, he presents his proven and effective methods in this precise and comprehensive book that anyone can use to break away from the pack.

In Mastering the Complex Sale, Thull presents the Prime Process, a new business paradigm that gives you a solid system, as well as unique skills and the mental discipline needed to execute it. The Prime Process is 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.

It’s a smarter way to sell and it raises the bar for all sales methodologies. In fact, it’s not just about selling–it’s about making quality business decisions. This book will show you how to position yourself as a source of competitive advantage to your customers. It creates trust rather than suspicion, cooperation rather than confrontation, and the most formidable barrier of all to your competition–customer loyalty. The Prime Process redefines the strategy of the complex sale and shows 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
  • Prevent "unpaid consulting"
  • Create questions that bring unrestricted flows of information
  • Separate real business from resource drains
  • Translate your market strategy into sales results

If you’re one of the millions of professionals competing in complex sales–in industries including technology, health care, manufacturing, finance, and professional services–Mastering the Complex Sale is the only book that shows you a step-by-step process to compete and win when the stakes are high.

About the Author

JEFF THULL is the President, CEO, and founder of Prime Resource Group, a leading consultancy that delivers optimal market strategies for business success. He counts among his clients such household names as 3M, Microsoft, Siemens, IBM, Citicorp, Georgia-Pacific, and Sulzer Medica. He is also a highly sought-after keynote speaker for corporate and association audiences worldwide.

In this Book

  • Mastering the Complex Sale—How To Compete And Win When The Stakes Are High!, Second Edition
  • Foreword
  • Introduction to the Second Edition
  • Caught between Complexity and Commoditization: If Our Solution Is So Complex, Why Is It Treated as a Commodity?
  • Avoiding the Traps of Self-Commoditization: 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
  • 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
  • Building a Value-Driven Sales Organization: Getting Paid for the Value You Create
  • Prevent Value Leakage: Capture Your Value with Diagnostic Business Development
  • 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