- Hardcover: 304 pages
- Publisher: Wiley; 1 edition (19 February 2010)
- Language: English
- ISBN-10: 9780470533116
- ISBN-13: 978-0470533116
- ASIN: 0470533110
- Product Dimensions: 15.5 x 2.3 x 22.9 cm
- Boxed-product Weight: 494 g
- Average Customer Review: Be the first to review this item
- Amazon Bestsellers Rank: 92,453 in Books (See Top 100 in Books)
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Mastering the Complex Sale: How to Compete and Win When the Stakes Are High! Second Edition Hardcover – 19 Feb 2010
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From the Inside Flap
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 professionalsfrom individuals struggling with their first call, to senior executives trying to figure out why their value strategy is falling shorta 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 sellingit'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
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.
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Most helpful customer reviews on Amazon.com
In my view, SPIN, VITO, Challenger, Conceptual Selling ... add whatever your method of choice is ... all offer some nuggets. Nothing is a one-size-fits-all approach. Take the pearls from each and make them work for you!
Mastering the complex sale is an ideal book if you want to understand how one sells to a bureaucracy. Typically the sales cycle is long and drawn out and the salespeople have difficulty connecting at the higher executive levels. The dollar value of such sales tends to be large, but the sales force must invest considerable resources just to attempt the sale.
Because of the large investment required to make a serious attempt to sell to a large organization, the sales effort must be extraordinarily strategic. This is nothing like a personal one-time sale based on quick tactics. The stakes are high and one can expect strong competitive surprises. Even the "solution" that one produces for the sale can be expected to be rapidly "commoditized."
This book shows how a selling organization can approach the problem of making a complex sale. Trying to make the sale all at once would be overwhelming and wouldn't work anyway. What's required is to plan the sale and support it with sufficient resources, and then break it down into steps. Making such a sale also requires teamwork and a surprising amount of intelligence-gathering from the prospect. The prospect may be quite willing to hold numerous meetings to work out the intended solution to their needs, but the sales force must not get caught up working for free.
In the end, a complex sale seems to me to be a frustrating experience with a large potential payoff. The only reason to try it is that one complex sale might lead to another, and then the selling effort can be efficient, hopefully. You can go broke attempting this without an experienced sales leader.