Mastering the Complex Sale: How to Compete and Win When the Stakes are High!
by Jeff Thull
Pdf: 240 pages - Publisher: Wiley; 1ST edition (May 2, 2003)
Language: English - ISBN-10: 0471431516
If you specialize in complex sales, the business-to-business transactions that involve multiple decisions made by multiple people from multiple perspectives, this is the book for you! It presents 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. If the stakes are high and you’re expected to win, this book will give you the edge you’ve been looking for.
Author presents the Prime Process, a new business paradigm. Describes a customer-centered approach that clearly sets you apart from the competition, and positions you with respect and credibility as a valued and trusted advisor. DLC: Selling–Handbooks, manuals, etc.