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
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.
From the Back Cover
"Jeff Thulls 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
"Theres 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 todays 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! Its 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. Youll 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 Thulls 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 PresidentWorldwide Marketing,
"Thulls clear and distinctive advice provides the reader with a real-world road map for maximizing results in high-stakes sales. Diagnostic Business Development takes todays consultative salespersons 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 PresidentSales, Universal Computer Systems, Inc.
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