6. Design the Value-Rich Solution: Creating the Confidence to Invest

  1. Jeff Thull

Published Online: 18 NOV 2011

DOI: 10.1002/9781118258019.ch6

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) Design the Value-Rich Solution: Creating the Confidence to Invest, 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.ch6

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:

  • value-rich solution;
  • prime process;
  • solution outcomess;
  • sales professional;
  • sales engagements

Summary

This chapter contains sections titled:

  • Three Types of Solution Risk

  • Six Essential Design Questions

  • Confirmation and the Discussion Document