Mastering the Complex Sale Summary | Jeff Thull

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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.