This title presents key strategies for long-term, sustainable customer relationships. With nearly every sector of the marketplace challenged like never before, sales professionals are under pressure now more than ever. Success demands superior strategies and precise execution. This Second Edition of Jeff Thull's bestselling "Mastering the Complex Sale" gives you the edge you've been looking for. Continuing to create game-changing strategies and how-to's, Thull has updated the Prime Process, a diagnostic, customer-centered approach that clearly sets you apart from your competition and positions you with respect and credibility as a valued and trusted advisor. A proven business paradigm that Mastering the Complex raises the bar for all sales methodologies. "Mastering the Complex Sale, Second Edition" redefines the strategy of the complex sale, showing you how to: gain access to and connect with the highest levels of power and influence; differentiate yourself from competitors early in the sales process; dramatically reduce the sales cycle time; create questions that bring unrestricted flows of information; separate real business from resource drains; and, translate your market strategy into sales results. Giving you a solid system, along with the unique skills and mental discipline you need to execute it, this new edition of a classic guide will show you how to compete and win when the stakes are high.

Table of Contents

Foreword (Wayne Hutchinson, Shell International). Acknowledgments. Introduction to the Second Edition. I The World in Which We Sell. 1 Caught Between Complexity and Commoditization. If Our Solution Is So Complex, Why Is It Treated as a Commodity? 2 Avoiding the Traps of Self-Commoditization. Challenge Your Assumptions and Set Yourself Apart. 3 A Proven Approach to Winning Complex Sales. You're Either Part of Your System or Somebody Else's. II The Four Phases of Diagnostic Business Development. 4 Discover the Prime Customer. Entering at the Level of Power and Influence. 5 Diagnose Complex Problems. The Ultimatel Source of Credibility and Differentiation. 6 Design the Value-Rich Solution. Creating the Confidence to Invest. 7 Deliver the Value. Creating Competitor-Proof Customer Relationships. III Driving Predictable and Profitable Organic Growth. Building a Diagnostic Business Development Capability. 8 Building a Value-Driven Sales Organization. Getting Paid for the Value You Create. 9 Prevent Value Leakage. Capture Your Value and Diagnostic Business Development. Epilogue: The Era 3 Sales Future. You Can Watch it Happen to You or You Can Make it Happen for You. About Prime Resource Group. Notes. Index.

About the Author

Jeff Thull is a leading-edge strategist and valued advisor for executive teams of major companies worldwide. As President and CEO of Prime Resource Group and author of three bestselling books, he has designed and implemented business transformation and professional development programs for companies including Shell, 3M, Intel, HP, Tyco, Siemens, Boston Scientific, and Abbott, as well as many fast-track start-up companies. He has gained a reputation as a thought leader in the arena of sales and marketing strategies for companies involved in complex sales.