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Mastering the Complex Sale - Second Edition, by Jeff Thull
Mastering the Complex Sale - Second Edition, by Jeff Thull
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Continuing to evolve the breakthrough thinking of his best-selling classic Mastering the Complex Sale, Jeff Thull once again pushes the envelope in this new edition to give professionals - from individuals struggling with their first call, to senior executives trying to assess 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.

This thought-provoking, best-selling book will shake up the way you think about what you do and how you do it. You will see how movers and shakers in entrepreneurial start-up companies to those in major global corporations are changing how they do business. You will understand why the information contained in this book is critical to their survival and profitability in this highly competitive and constantly evolving global market.

Seven of the many pressing issues Jeff will examine in this book:
• Are your customers treating your high-value solutions as commodities?
• Is self-commoditization part of your company's DNA?
• Is the value you are capable of delivering stripped out as it travels from R&D to Marketing to Sales to Support and Engineering, and ultimately falling short of your customer’s range of comprehension?
• Are you caving in under price pressure and giving up margins and profitability?
• How many times are your sales opportunities ending in “No decision”?
• Are you misunderstood? Frustrated? Do your customers believe your claims?
• Why don’t your customers “get it” and why is there a failure to communicate?

Read Mastering the Complex Sale and get the answers you are searching for. This tool will set you apart from the competition and help you become highly successful in today’s complex and demanding market.

What Readers are Saying:

“This is the first book that lays out a solid method for selling cross-company, cross-border, even cross-culturally where you have multiple decision makers with multiple agendas. This is far more than a ‘selling process’ – it is a survival guide – a truly outstanding approach to bringing all the pieces of the puzzle together.”
Ed Daniels, EVP, Shell Global Solutions Downstream, President, CRI/Criterion, Inc.

“Customers need to know the value they will receive and how they will receive it. Thull’s insights into the complex sale and how to clarify and quantify this value are remarkable – Mastering the Complex Sale will be required reading for years to come!”
Lee Tschanz, Vice President, North American Sales, Rockwell Automation

“Jeff Thull is winning the war against commoditization. In his world, value trumps price and commoditization isn't a given, it's a choice. This is a proven alternative to the price-driven sale. We’ve spoken to his clients. This stuff really works, folks.”
Dave Stein, CEO & Founder, ES Research Group, Inc.

“Jeff Thull has re-engineered the conventional sales process to create predictable and profitable growth in today's competitive marketplace. It's no longer about selling; it's about guiding quality decisions and creating collaborative value. This is one of those rare books that will make a difference.”
Carol Pudnos, Executive Director, Healthcare Industry, Dow Corning Corporation

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