3. A Proven Approach to Winning Complex Sales: You're Either Part of Your System or Somebody Else's

  1. Jeff Thull

Published Online: 18 NOV 2011

DOI: 10.1002/9781118258019.ch3

Mastering the Complex Sale: How to Compete and Win When the Stakes are High!, Second Edition

Mastering the Complex Sale: How to Compete and Win When the Stakes are High!, Second Edition

How to Cite

Thull, J. (2010) A Proven Approach to Winning Complex Sales: You're Either Part of Your System or Somebody Else's, in Mastering the Complex Sale: How to Compete and Win When the Stakes are High!, Second Edition, John Wiley & Sons, Inc., Hoboken, NJ, USA. doi: 10.1002/9781118258019.ch3

Publication History

  1. Published Online: 18 NOV 2011
  2. Published Print: 22 FEB 2010

ISBN Information

Print ISBN: 9780470533116

Online ISBN: 9781118258019

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Keywords:

  • complex sales;
  • consulting engagements;
  • prime resource group;
  • sales professionals;
  • behavior patterns

Summary

This chapter contains sections titled:

  • Systems, Skills, and Disciplines

  • A Value-Driven, Diagnosis-Based System for Complex Sales

  • The Right Set of Skills for Complex Sales

  • Right Questions: Quality Conversations, Vital Information

  • Right Sequence: The Bridge to Change and Value Clarity

  • The Discipline for Mastering Complex Sales

  • Creating Value Clarity with Diagnostic Business Development