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Mastering the Complex Sale: How to Compete and Win When the Stakes Are High!
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Mastering the Complex Sale: How to Compete and Win When the Stakes Are High!

3.91  ·  Rating Details ·  216 Ratings  ·  15 Reviews
If you specialize in complex sales, the business-to-business transactions that involve multiple decisions made by multiple people from multiple perspectives, this is the book for you! It presents The Prime Process--a diagnostic, customer-centered approach that clearly sets you apart from your competition and positions you with respect and credibility as a valued and truste ...more
Hardcover, 240 pages
Published May 21st 2003 by John Wiley & Sons (first published May 2nd 2003)
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Cindy Messerly
Oct 24, 2013 Cindy Messerly rated it really liked it
I feel like this book does a great job at showing how value differentiation can increase your likely hood to make the sale.
some good ideas
Dec 06, 2016 Jason rated it really liked it
Very dense with information. Worth re-reading at some point to make sure everything sinks in.
Ben Love
Dec 29, 2012 Ben Love rated it it was amazing
A few years ago I picked up and read The Principle Solution, a useful book on modern enterprise selling mostly targeted at Senior Management. The second edition of Mastering the Complex Sale is the handbook that defines the skill and category best though. An incredible read that’s full of useful, actionable information with the added benefit of several years of real-world experiences added to back up the methods.
This goes on to my ‘everyone must read’ list, alongside Linchpin and Good to Great.
Juan Mauricio
Jul 08, 2011 Juan Mauricio rated it really liked it  ·  review of another edition
This book is directed towards business-to-business sales transactions, but the principles that underlie it are true for almost every kind of sale. Sales is redefined in this book to be more of a consultation practice rather than a mere transaction. If you want to understand how to effectively guide your buyer to a decision to change the status-quo, then this is your book.
Pete Aven
Apr 04, 2013 Pete Aven rated it really liked it  ·  review of another edition
If you sell a complex product to large, complex organizations then do yourself a favor and read this. The last 30-40 pages the author gets a little too pushy with his product as he's trying to sell his sales classes, but overall this is a great read and very useful.
Grace Hsia
Jul 18, 2014 Grace Hsia rated it liked it
Good; echoes pieces of the Startup Owner's Manual. Offers interesting perspectives and strategies to improving the sales process. Good examples. (I.e. How doctors go about diagnosing a problem vs. the usual sales pitch.)
Good foundational concepts - 4 to be exact. Lacks in explanation of the entire questioning process etc. but there are other good books for that.
Keith Brooks
Dec 29, 2013 Keith Brooks rated it really liked it
Shelves: business
Don't recall much from it but already knew much of what was in here. Think it helps more silo people than collaborative people.
Jason Carlson
Feb 07, 2013 Jason Carlson rated it it was amazing
The definitive 'sales bible' for executives and sales professionals looking to connect the complex value of their solutions to the customer's key business drivers.
Aug 17, 2012 Kate rated it it was amazing
Shelves: favorites
I have this in my Kindle app, so I go back and revisit it from time to time. What a great resource.
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