Mastering the Complex Sale

Mastering the Complex Sale

Mastering the Complex Sale

How to Compete and Win When the Stakes are High!

by Jeff Thull

Thull presents a rigorous process for successfully completing the complex sale built around four phases: discovering the prime customer; diagnosing the complex problem; designing the complex solution; and delivering on the prime promise. A diagnostic approach, Thull argues, is the key to differentiating yourself from your competitors.

What You'll Learn

  • Gain access to and manage multiple decision makers at the highest levels of power and influence in the customer?s organization.
  • Differentiate yourself from the competition early and often.
  • Dramatically reduce the sales cycle time.
  • Avoid the trap of unpaid consulting.
  • Identify untapped sources of opportunity and develop new business instead of chasing the usual suspects along with the rest of the crowd.
  • Develop a common process and language with which the entire sales, marketing, and support team can present a unified voice to the customer.
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