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Exceptional Selling, by Jeff Thull The Prime Solution, By Jeff Thull Mastering the Complex Sale - Second Edition, by Jeff Thull
If you’re one of the six million people who work in the fast-paced, high-stress world of complex sales, you want the latest strategies and skills to succeed. This step-by-step guide gives you the tools to take your sales game, your communication skills —and your career—to the next level of success. The Prime Solution leads you through the major components of the value delivery system – creation, marketing, selling, implementation, and measurement of whole solutions, and explains how to execute each stage of the process to deliver maximum value and receive increased margins in return. It describes the holistic organizational mindset and effort – a common language and process that stretches from research and development to marketing, sales, support and service that is necessary to deliver compelling prime solutions in today’s complex environment. It shows solution providers how to turn value fulfillment into a core competency. 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. Based on continuing research and loaded with examples, Mastering the Complex Sale provides detailed models, tools and a comprehensive road map for unleashing the potential buried in your company’s value capabilities and the products and services you sell, service and protect.