& FREE Delivery on orders over $49. Details
Only 2 left in stock (more on the way).
Ships from and sold by Amazon AU.
Mastering the Complex Sal... has been added to your Cart
Other Sellers on Amazon
Add to Cart
+ FREE Delivery
Sold by: Book Depository UK
Add to Cart
+ $11.05 Delivery
Sold by: Amazon US
Flip to back Flip to front
Listen Playing... Paused   You're listening to a sample of the Audible audio edition.
Learn more
See all 3 images

Mastering the Complex Sale: How to Compete and Win When the Stakes Are High! Second Edition Hardcover – 19 Feb 2010

See all 6 formats and editions Hide other formats and editions
Amazon Price
New from Used from
click to open popover

Product details

Product description

From the Inside Flap

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 bestselling 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 powerand 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 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.

No customer reviews

Review this product

Share your thoughts with other customers

Most helpful customer reviews on Amazon.com

Amazon.com: 4.3 out of 5 stars 65 reviews
5.0 out of 5 starsDisruptive and invaluable!
26 March 2014 - Published on Amazon.com
Verified Purchase
4 people found this helpful
T. J.
4.0 out of 5 starsNot bad in the sea of Sales books
24 September 2017 - Published on Amazon.com
Verified Purchase
One person found this helpful
Lee Ward
5.0 out of 5 starsLives up to the High Expectations
1 March 2010 - Published on Amazon.com
Verified Purchase
6 people found this helpful
Joe M. Queen
2.0 out of 5 starsMeh
1 October 2016 - Published on Amazon.com
Verified Purchase
2 people found this helpful
Will Robertson
5.0 out of 5 starsAgain, great content at a good price
15 September 2013 - Published on Amazon.com
Verified Purchase
One person found this helpful