Mastering the Complex Sale offers much-needed guidance for the five million salespeople in the US who specialize in complex sales, the business-to-business transactions that involve multiple decisions made by multiple people from multiple perspectives. Salespeople who concentrate on complex transactions in such industries as technology, health care, manufacturing, finance, and professional services find that most common sales techniques fail them in a pinch. This book keeps them competitive and on the cutting-edge.
Mastering the Complex Sale offers much-needed guidance for the five million salespeople in the US who specialize in complex sales, the business-to-business transactions that involve multiple decisions made by multiple people from multiple perspectives. Salespeople who concentrate on complex transactions in such industries as technology, health care, manufacturing, finance, and professional services find that most common sales techniques fail them in a pinch. This book keeps them competitive and on the cutting-edge.
Jeff Thull is a leading-edge strategist and valued advisor for executive teams worldwide. As President and CEO of Prime Resource Group, he has designed and implemented business transformation programs for companies such as Shell Global Solutions, 3M, Microsoft, Siemens, Citicorp, IBM, Raymond James, and Georgia-Pacific, as well as many fast-track start-up companies. He has gained a reputation as a leader in the area of sales and marketing strategies for companies involved in complex sales. He is an in-demand public speaker who has delivered more than 2,500 speeches and seminars. Thull is also the author of The Prime Solution and the Wiley title, Mastering the Complex Sale.For more information, please visit www.primeresource.com.
Inhaltsangabe
Introduction.
1. The World in Which We Sell.
Converging Forces of Rapid Commoditization and Increasing Complexity.
2. Trapped in the Conventional Sales Paradigm.
It's Not about Selling--It's about Managing Quality Decisions.
3. A Proven Approach to Complex Sales.
You're Either Part of Your System or Somebody Else's.
4. Discover the Prime Customer.
Optimum Engagement Strategies.
5. Diagnose the Complex Problem.
The Optimal Source of Differentiation.
6. Designing the Complex Solution.
Prevent Unpaid Consulting.
7. Delivering on the Prime Promise.
Keeping Close to the Customer and Ahead of the Competition.
8. Prime Performance Leadership.
Leading Professionals in the Complex Sale.
9. Prime Corporate Strategies.
Translating Market Strategy into Sales Results.
10. A Complex Sales Future.
You Can Watch It Happen to You or You Can Make It Happen for You
