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

de Jeff Thull (Author) "Today's turbulent marketplace creates constant competitive movement, fluctuating threats, and lucrative opportunities ..." En savoir plus
4.5étoiles sur 5  Voir tous les commentaires (18 évaluations de client)
Prix éditeur: CDN$ 26.99
Price: CDN$ 17.00 & se qualifie pour Livraison super-économique GRATUITE pour des commandes de plus de CDN$ 39. Détails
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Mastering the Complex Sale: How to Compete and Win When the Stakes are High! + Exceptional Selling: How the Best Connect and Win in High Stakes Sales + The Prime Solution: Close the Value Gap, Increase Margins, and Win the Complex Sale
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  • Cet article : Mastering the Complex Sale: How to Compete and Win When the Stakes are High! de Jeff Thull

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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!

Book Info

Author presents the Prime Process, a new business paradigm. Describes a customer-centered approach that clearly sets you apart from the competition, and positions you with respect and credibility as a valued and trusted advisor. DLC: Selling--Handbooks, manuals, etc.
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Today's turbulent marketplace creates constant competitive movement, fluctuating threats, and lucrative opportunities. Lire la première page
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Mastering the Complex Sale: How to Compete and Win When the Stakes are High!
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Mastering the Complex Sale: How to Compete and Win When the Stakes are High! 4.5étoiles sur 5 (18)
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Exceptional Selling: How the Best Connect and Win in High Stakes Sales 5.0étoiles sur 5 (1)
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4.5étoiles sur 5 (18 évaluations de client)
 
 
 
 
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1.0étoiles sur 5 No substance... None., Mai 25 2004
Par Un client
I purchased this book on the strength of all the five-star amazon.com reviews. And having struggled through it, I can only imagine that the author wrote most of those reviews himself. I suppose readers who never studied the sales processes developed by Bosworth, or Miller and Heimann, or Rackham, may be able to squeeze enough value out of this book to rate it as high as two stars. But probably not.
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5.0étoiles sur 5 Packed with Knowledge!, Mai 19 2004
Par Rolf Dobelli "getAbstract.com" (Switzerland) - Voir tous mes commentaires
(TOP 500 REVIEWER)    (REAL NAME)   
This excellent guide explains a methodology that can help anyone in sales. This sales approach depends essentially on seeing the sale through the customer's eyes, and involving the customer in designing a solution to his or her own problems. This approach goes against some standard practices in sales, but those standard practices antagonize customers and build distrust. Author Jeff Thull offers helpful reminders on the value of researching individual customers, picking the right entry point to an organization and other best practices. However, he sometimes seems over-enthusiastic and over-optimistic about his system's infallibility. After all, in some organizations, sales people who tried to follow this methodology would be criticized for failing to meet more conventional targets, such as number of calls per week. This detailed method for conquering many-level, multi-step sales is time and research-intensive, but highly effective. We applaud his emphasis on the value of asking and listening instead of speaking. Highly recommended.
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1.0étoiles sur 5 Regurgitation of Sandler and Heiman, Avril 12 2004
Par Un client
Thull has taken Sandler's system, added some bits of "New Strategic Selling" from Heiman, and called it his own. Please don't get fooled, even if he did persuade some notable business authors. I've also been to his seminars, and have needed a sales process for a complex sale, and he added no value. I learned nothing new. I tried to use his style of "diagnostic" line of questioning, and customers saw right through it, and it even confused sales calls. Went back to my own hybrid system, and started closing deals again. Save your money and time, and use the originals.
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 		 Commentaires client les plus récents

5.0étoiles sur 5 How to Achieve Superior Results in Sales and Profits
Complex sales are those which involve a lengthy process of cultivation and solicitation, a "circle of influence" within which the purchase or pass decision is made, a product or... Read more
Publié le Mars 11 2004 par Robert Morris

5.0étoiles sur 5 Other sales books start to look silly after you read this
I thought I knew how to sell. I really did. I usually beat quota, even during the recent bust. I've taken home 6 figure commissions 12 of the last 15 years. Read more
Publié le Mars 11 2004

5.0étoiles sur 5 Thought Provoking
I read a great deal of business related books in a quest to enhance my overall understanding and to provide me with usable knowledge. Read more
Publié le Janv. 7 2004

5.0étoiles sur 5 Stands Head and Shoulders Above the Rest
Jeff Thull's insights add a new dimension to the field of business-to-business selling. If your sales process involves selling to multiple people, with multiple perspectives and... Read more
Publié le Oct. 5 2003 par Michael McLaughlin

5.0étoiles sur 5 Uncannily Accurate
It actually frightened me how well this book addressed some issues that my company is currently facing - I felt like Thull had been looking over my shoulder at work. Read more
Publié le Sep 3 2003 par Eric Oliver

5.0étoiles sur 5 Uncannily Accurate
It actually frightened me how well this book addressed some issues that my company is currently facing - I felt like Thull had been looking over my shoulder at work. Read more
Publié le Sep 3 2003 par Eric Oliver

5.0étoiles sur 5 Yup, the author nailed it
Excerpt:

"When you follow the conventional sales process in a complex sale, you run head first into a series of traps that grows progressively more difficult to avoid and... Read more

Publié le Juil 7 2003

5.0étoiles sur 5 Watch Out, SPIN Selling!
As a sales coach, I need to be familiar with all aspects and techniques of selling. There are a lot of books out there; last time I counted there were some 5000 or more listed... Read more
Publié le Juil 6 2003 par Ed Borasky

5.0étoiles sur 5 You MUST master the complex sale!
Book Review: Mastering the Complex Sale, How to Compete and Win When the Stakes are High
Ramon Ray, Smallbiztechnology. Read more
Publié le Juil 3 2003 par Ramon Ray

5.0étoiles sur 5 Timely, real-world techniques, especially for this economy
So many sales books rehash the same old stuff: seek out decision makers, ask questions, describe benefits, demonstrate ROI. Read more
Publié le Jui 19 2003 par Dave Millman

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