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Mastering the Complex Sale: How to Compete and Win When the Stakes are High! de Jeff Thull
Descripción - Reseña del editor Key strategies for long-term, sustainable customerrelationships With nearly every sector of the marketplace challenged likenever before, sales professionals are under pressure now more thanever. Success demands superior strategies and precise execution.This Second Edition of Jeff Thull's bestselling Masteringthe Complex Sale gives you the edge you've been looking for.Continuing to create game-changing strategies and how-to's, Thullhas updated the Prime Process, a diagnostic, customer-centeredapproach that clearly sets you apart from your competition andpositions you with respect and credibility as a valued and trustedadvisor. A proven business paradigm that Mastering theComplex raises the bar for all sales methodologies.Mastering the Complex Sale, Second Edition redefines thestrategy of the complex sale, showing you how to * Gain access to and connect with the highest levels of power andinfluence * Differentiate yourself from competitors early in the salesprocess * Dramatically reduce the sales cycle time * Create questions that bring unrestricted flows ofinformation * Separate real business from resource drains * Translate your market strategy into sales results Giving you a solid system, along with the unique skills andmental discipline you need to execute it, this new edition of aclassic guide will show you how to compete and win when the stakesare high. Nota de la solapa In today's turbulent and volatile marketplace, even the most experienced professionals are struggling with the rapid commoditization of their complex, high-value solutions. The complexity of the problems to be solved and the competitive threats we face are increasing at an alarming rate. At the same time, your customers are wrestling with mission-critical decisions and evaluating solutions that all sound the same and come packaged with a high degree of risk and a low probability of success. Your success demands an exceptional strategy and precise execution that must clearly set you apart from your competition.Continuing to evolve the breakthrough thinking of his bestselling classic Mastering the Complex Sale in this new edition, Jeff Thull once again pushes the envelope to give professionals—from individuals struggling with their first call, to senior executives trying to figure out why their value strategy is falling short—a comprehensive guide to navigate and win high-stakes sales. You will find yourself rethinking your beliefs about selling, applying this straightforward strategy, and achieving the success you are looking for.Jeff will lead you through Diagnostic Business Development, a complete and effective system derived from years of experience with top sales professionals and executive teams worldwide. It is a proven diagnostic, value-based approach that positions you with respect and exceptional credibility as a valued business advisor and contributor to your customers' success. In fact, it's not about selling—it's about guiding quality business decisions that will connect and quantify your unique value and remove your customers' internal barriers that prevent them from moving forward.This book will show you how to:Gain access and connect to the highest levels of powerand influenceSeparate real business from resource drainsNavigate complex decision networksPrevent self-commoditizationConnect your value to your customers' performance metricsQuantify value with an amount your customers believeCo-create compelling solutions customers will invest inRich with detailed examples and real-world case studies and thorough in its challenge to conventional sales wisdom, this edition of Mastering the Complex Sale gives you the precise guide you've been looking for to win and win big in complex sales. BiografÃa del autor 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.
Detalles del Libro
- Name: Mastering the Complex Sale: How to Compete and Win When the Stakes are High!
- Autor: Jeff Thull
- Categoria: Libros,Libros universitarios y de estudios superiores,Negocios y finanzas
- Tamaño del archivo: 15 MB
- Tipos de archivo: PDF Document
- Descargada: 125 times
- Idioma: Español
- Archivos de estado: AVAILABLE
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Libro mastering the complex salehow to compete and win libro mastering the complex salehow to compete and win when the stakes are high jeff thull isbn 9780470533116 comprar en buscalibre ver opiniones y comentarios compra y venta de libros importados novedades y bestsellers en tu librerÃa online buscalibre españa y buscalibros
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