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

De: Jeff Thull

Narrado por: Jeff Thull

In today's turbulent and volatile marketplace, even the most experienced professionals are struggling with the rapid commoditization of their complex, high-value solutions. The complexity of the problems to be solved and the competitive threats we face are increasing at an alarming rate. At the same time, your customers are wrestling with mission-critical decisions and evaluating solutions that all sound the same and come packaged with a high degree of risk and a low probability of success. Your success demands an exceptional strategy and precise execution that must clearly set you apart from your competition.

Continuing to evolve the breakthrough thinking of his best-selling classic Mastering the Complex Sale, in this new edition Jeff Thull once again pushes the envelope to give professionals - from individuals struggling with their first call, to senior executives trying to figure out why their value strategy is falling short - a comprehensive guide to navigate and win high-stakes sales. You will find yourself rethinking your beliefs about selling, applying this straightforward strategy, and achieving the success you are looking for.

Jeff will lead you through Diagnostic Business Development, a complete and effective system derived from years of experience with top sales professionals and executive teams worldwide. It is a proven diagnostic, value-based approach that positions you with respect and exceptional credibility as a valued business advisor and contributor to your customers' success. In fact, it's not about selling - it's about guiding quality business decisions that will connect and quantify your unique value and remove your customers' internal barriers that prevent them from moving forward.

This book will show you how to:

• Gain access and connect to the highest levels of power and influence
• Separate real business from resource drains
• Navigate complex decision networks
• Prevent self-commoditization
• Connect your value to your customers' performance metrics
• Quantify value with an amount your customers believe
• Co-create compelling solutions customers will invest in

Rich with detailed examples and real-world case studies and thorough in its challenge to conventional sales wisdom, this edition of Mastering the Complex Sale gives you the precise guide you've been looking for to win and win big in complex sales.

About the Author: Jeff Thull is a leading-edge strategist and valued advisor for executive teams worldwide. As President and CEO of Prime Resource Group, he has designed and implemented business transformation programs for companies such as Shell Global Solutions, 3M, Microsoft, Siemens, Citicorp, IBM, Raymond James, and Georgia-Pacific, as well as many fast-track start-up companies. He has gained a reputation as a leader in the area of sales and marketing strategies for companies involved in complex sales. He is an in-demand public speaker who has delivered more than 3,500 speeches and seminars. Thull is also the author of The Prime Solution and Mastering the Complex Sale.

For more information, please visit www.primeresource.com.

Download the accompanying reference guide.©2010 Jeff Thull (P)2011 Prime Resource Group

Greatly Informative-Very Dense

Great book. Great material. Very dense but worth it! Once you've understood this material you will see reflections of this in your day to day as a salesperson.

Outstanding!!

Jeff reopened my eyes yet again! I read this book almost 20 years ago when I first transitioned from IT Staffing to Selling Software and Solutions in Casino Gaming. This book and many others helped me fully engage as the only sales leader in the organization, delivering valuable solutions at 100K to over 1M.

Today I run a Global Business Development Organization and again, sharpening my skill to help my team succeed.

I highly recommend this book and the tools Jeff provides. Thank you!

A must read for everybody in the organizatoin.

Its all about margin. If you aren't making your customers margin on your product or service why should they stay with you? Jeff gets way into how to do business so its sustainable from a margin perspective. I recommend this book for anyone that wants to be successful in business, not just business development or purchasing professionals.

I have no gift of gab!

I have always thought that I was a terrible salesman and a terrible negotiator. in other words, I was not born with the gift of gab.

This book has given me hope. Through this system, strategy and discipline I am determined to have the breakthrough in sales that I though only the fast talkers could have.

Curtis Funderburk
System Integrity LLC

Seems like sound advice

The whole company approach to perfecting the art of ‘trusted advisor’ and therefore sales seems sound. I’ll let you know how trying to implement it goes, this is after all a self-improvement book ;-)

Excelente

Explica muy bien la metodología y da muy buenos ejemplos. Buena material para trabajar con los equipos de ventas.

Fantastic B2B sales material

If you are interested in complex sales (e.g. more than one buyer and/or buying influence) - and you are dealing in the increasingly complex and commoditized world of B2B sales - this is an excellent title. The author reads his book outlining his consulting firm's approach to increasing success in B2B sales with an excellent process. The material is outstanding. Overall the author does a great job reading (though it sounds - as I guess it should - self promoting in places - especially the forward!) The only downside is not having the diagrams that the author refers to. Given that the author himself is reading and that he knows this will be people listening to the book - I would have appreciated him following his own advice - knowing and responding to his customer's needs by describing the diagram rather than saying, "Look at figure 4.2" Perhaps he wants us to buy the audio and the print versions. I did. It's that good!

Worth It

This book was very long and slow at times, but completely worth it for anyone in complex sales.

Should be mandatory reading for sellers.

Listen on x1.25, author is a great story teller and at times brutally honest. At times, arrogant but that arrogance is clearly from experience and sales is about swagger !

Great Read, very Detailed

Great Read, struggle to finish but well worth it! My company bases our entire sales process from this book.