Mastering the Complex Sale: How to Compete and Win When the Stakes are High! - Hardcover

Thull, Jeff

Hardcover

ISBN 10: 0471431516 ISBN 13: 9780471431510

Publisher: Wiley, 2003

Synopsis

If you specialize in complex sales, the business-to-business transactions that involve multiple decisions made by multiple people from multiple perspectives, this is the book for you! It presents The Prime Process—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. If the stakes are high and you’re expected to win, this book will give you the edge you’ve been looking for.

Buy your copy today!

About this title

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.

From the Back Cover

"Jeff Thull’s Prime process plays a key role in helping companies and their customers cross the chasm. It has built into its core the high-integrity communications and depth of commitment necessary to ensure customers succeed with game-changing initiatives."
–Geoffrey A. Moore, author of Crossing the Chasm and Living on the Fault Line

"There’s a powerful message in this book for senior executives: If your margins are eroding and your organization is trapped in the conventional sales paradigm, Mastering the Complex Sale has the road map and Jeff Thull is an excellent guide. He has captured the essence of selling in today’s turbulent times. A must-read for your entire organization."
–Mario Concha, President, Georgia-Pacific Resins, Inc.

"The Prime Process cuts across all trading entities, multiple cultures, geographic borders, and functional disciplines. Mastering the Complex Sale is a clear approach to successfully bringing together the multiple perspectives of sophisticated sales processes. It is required reading for any complex business, whether local or global."
–Gerhard D. Meese, Executive Vice President, Dover Technologies International, Inc.

"Mastering the Complex Sale is a masterpiece! It’s street smart and research backed and full of real-life practical advice on how to move all the chess pieces in the complex sales game. You’ll walk away with not only the ‘what’ and the ‘how’ of the complex sale, but also discover how to build the mental stamina it takes to compete at the top."
–Donato Tramuto, President and CEO, Protocare Sciences

"Mastering the Complex Sale lays out the most significant business and sales strategy to come along in years. It is clearly leading-edge thinking. As a technology innovator, we see it as a must. Read it and win!"
–Tim Klein, CEO, ATTO Technology, Inc.

"Jeff Thull’s leading-edge thinking has contributed to a change in our fundamental approach to sales and marketing and has had a significant impact on our bottom line. Mastering the Complex Sale and the Prime Process is a prescription for global success!"
–Dr. Richard M. Brooks, Vice President–Worldwide Marketing,
Waters Corporation

"Thull’s clear and distinctive advice provides the reader with a real-world road map for maximizing results in high-stakes sales. Diagnostic Business Development takes today’s consultative salesperson’s game to the next level. This book is mandatory for those looking to gain a true competitive advantage and distinguish themselves from the competition."
–Donny Holender, Vice President–Sales, Universal Computer Systems, Inc.

From the Inside Flap

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, manufac-turing, 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.

Excerpt. © Reprinted by permission. All rights reserved.

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Edition details

• Publisher: Wiley
• Publication date: 2003
• Language: English
• ISBN 10: 0471431516
• ISBN 13: 9780471431510
• Binding: Hardcover
• Edition number: 1
• Number of pages: 240