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

by Jeff Thull (Author) "Today's turbulent marketplace creates constant competitive movement, fluctuating threats, and lucrative opportunities ..." (more)

4.5 out of 5 stars See all reviews (18 customer reviews)

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Product Details

Hardcover: 240 pages
Publisher: Wiley; 1 edition (May 7 2003)
Language: English
ISBN-10: 0471431516
ISBN-13: 978-0471431510
Product Dimensions: 22.8 x 15.4 x 2.6 cm
Shipping Weight: 440 g

Average Customer Review: 4.5 out of 5 stars See all reviews (18 customer reviews)

Amazon.ca Sales Rank: #127,049 in Books (See Bestsellers in Books)

Popular in these categories:

#96 in	Books > Professional & Technical > Business Management > Marketing & Sales > Sales & Selling > Techniques
#96 in	Books > Business & Investing > Marketing & Sales > Sales & Selling > Techniques

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Product Description

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.

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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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Inside This Book (Learn More)

First Sentence
Today's turbulent marketplace creates constant competitive movement, fluctuating threats, and lucrative opportunities. Read the first page

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	83% buy the item featured on this page: Mastering the Complex Sale: How to Compete and Win When the Stakes are High! 4.5 out of 5 stars (18) CDN$ 17.00
	17% buy Exceptional Selling: How the Best Connect and Win in High Stakes Sales 5.0 out of 5 stars (1) CDN$ 17.00

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Customer Reviews

18 Reviews

5 star:		(15)
4 star:		(1)
3 star:		(0)
2 star:		(0)
1 star:		(2)

Average Customer Review

4.5 out of 5 stars (18 customer reviews)

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1.0 out of 5 stars No substance... None., May 25 2004

By A Customer

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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5.0 out of 5 stars Packed with Knowledge!, May 19 2004

By	Rolf Dobelli "getAbstract.com" (Switzerland) - See all my reviews (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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1.0 out of 5 stars Regurgitation of Sandler and Heiman, April 12 2004

By A Customer

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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Most recent customer reviews

5.0 out of 5 stars 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

Published on Mar 11 2004 by Robert Morris

5.0 out of 5 stars 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

Published on Mar 11 2004

5.0 out of 5 stars 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

Published on Jan 7 2004

5.0 out of 5 stars 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

Published on Oct 5 2003 by Michael McLaughlin

5.0 out of 5 stars 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

Published on Sep 3 2003 by Eric Oliver

5.0 out of 5 stars 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

Published on Jul 7 2003

5.0 out of 5 stars 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

Published on Jul 6 2003 by Ed Borasky