4. Discover the Prime Customer: Entering at the Level of Power and Influence

  1. Jeff Thull

Published Online: 18 NOV 2011

DOI: 10.1002/9781118258019.ch4

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) Discover the Prime Customer: Entering at the Level of Power and Influence, 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.ch4

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:

  • business development;
  • prime customer;
  • salespeople;
  • individual job responsibilities;
  • products and services

Summary

This chapter contains sections titled:

  • Understanding Your Distinctive Value

  • Pinpointing the Prime Opportunity

  • Diagnostic Positioning—Creating a Compelling Engagement Strategy

  • How to Be Invited In

  • The Diagnostic Agreement for Privileged Access and Insight