Summary of Mastering the Complex Sale

Looking for the book?
We have the summary! Get the key insights in just 10 minutes.

Mastering the Complex Sale book summary
Start getting smarter:
or see our plans

Rating

9 Overall

10 Applicability

9 Innovation

7 Style


Recommendation

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. getAbstract.com 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.

 

Summary

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, ...

More on this topic

By the same author

Exceptional Selling
Exceptional Selling
7
The Prime Solution
The Prime Solution
7

Customers who read this summary also read

The Lost Art of Closing
The Lost Art of Closing
8
The Sales Leader’s Problem Solver
The Sales Leader’s Problem Solver
7
The Sales Manager’s Guide to Greatness
The Sales Manager’s Guide to Greatness
8
Sales EQ
Sales EQ
8
Ninja Selling
Ninja Selling
7
The Only Sales Guide You’ll Ever Need
The Only Sales Guide You’ll Ever Need
8

Related Channels

Comment on this summary