Summary of Mastering the Complex Sale

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Mastering the Complex Sale book summary


9 Overall

10 Applicability

9 Innovation

7 Style


This excellent guide explains a methodology that can help anyone in sales. This sales approach depends essentially on seeing the sale through the customer’s eyes, and involving the customer in designing a solution to his or her own problems. This approach goes against some standard practices in sales, but those standard practices antagonize customers and build distrust. Author Jeff Thull offers helpful reminders on the value of researching individual customers, picking the right entry point to an organization and other best practices. However, he sometimes seems over-enthusiastic and over-optimistic about his system’s infallibility. After all, in some organizations, sales people who tried to follow this methodology would be criticized for failing to meet more conventional targets, such as number of calls per week. This detailed method for conquering many-level, multi-step sales is time and research-intensive, but highly effective. applauds his emphasis on the value of asking and listening instead of speaking. Highly recommended.

In this summary, you will learn

  • how to develop strategies for high-stakes, complicated sales.

About the Author

Jeff Thull is President, CEO and founder of Prime Resource Group, a consulting firm whose clients include 3M, Microsoft, Siemens, IBM, Citicorp, Georgia-Pacific and Centerpulse.



Selling: The Eras
Within the past 50 to 60 years, selling has passed through three eras: The script era - During the 1950s, the salesperson worked on techniques to manipulate the customer into doing what the salesperson wanted done. Sales training focused on making the case, ...

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Contained in Knowledge Pack:

  • Knowledge Pack
    Complex Sale
    The more complicated the sale, the more political skill it takes.

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