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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!

3.92  ·  Rating details ·  356 ratings  ·  26 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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Average rating 3.92  · 
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 ·  356 ratings  ·  26 reviews

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Mariate Pérez Luz
Apr 18, 2017 rated it it was amazing
Un magnífico manual para entender cómo funcionan las ventas de productos o servicios de alto valor en el mundo empresarial actual.
Ofrece un marco paso a paso que se puede aplicar a cualquier empresa que venda productos o servicios complejos.
Must Read para los profesionales de marketing, ventas, consultoría y coaching.
Nguyen Duy Pham
Jan 27, 2018 rated it liked it
Shelves: 2018
While there are a lot to chew here, the truth is, this book still got infected with the same business self-help book syndrome: Taking way too long to get into the meat of the problem.

I implore you google for the "Executive Summary" of this book for a more succinct and productive reading. The ideas are pretty good and applicable, especially phase #3 - Design the Complex Solution - of the 'Four Phases of the Prime Process".
Grace Hsia
Jul 18, 2014 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.)
Cindy Messerly
Oct 24, 2013 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
Tim Rose
Jan 21, 2020 rated it really liked it
This is a great book for businesses looking to grow, especially if things have been a bit stagnant for you lately. It forces you to think differently about how you approach your clients. It’s unlike other sales books in that it talks about the entire organization’s role in the “sale”. But instead of focusing on the transaction itself, it looks at the entire lifecycle of a customer. The actual sale is one small step in the overall process.

4 stars because some sections felt repetitive and I could
Derek Neighbors
Nov 05, 2018 rated it really liked it
Solid book that will help those willing to put in the work, to navigate the world of complex sales or consulting. Thull could have delivered the message in half the words. Mind you the book was a quick read, but it got repetitive at times. Putting the process into practice requires a lot of nuance, not sure how well it will translate to many sales professionals who want a quick fix
Rob Moore
Mar 17, 2019 rated it it was ok
Provided some insight, but was often rather vague and still pretty rooted in the traditional sales world. Could be useful for people who are really looking to specialize in sales, but for those of us who have to do sales as a part of a larger project, it wasn't as helpful as it could be.
Jon Malmgren
Oct 30, 2019 rated it really liked it
Excellent sales book about how to present complicated offerings to your customers, allow them to digest your product and how to get them to understand the value of your offering. Highly reccomended for anyone in tech sales.
Bett Correa-Bollhoefer
Jan 29, 2019 rated it it was amazing
This is one of the best business books I’ve found. Absolutely a must read,
George Davidson
Jun 23, 2018 rated it really liked it
Shelves: sales
Great book for large enterprise consultative sales.
John Tallett
Jun 19, 2018 rated it really liked it  ·  review of another edition
Educational. It will be interesting to see if this system takes hold in my lifetime
Mar 15, 2020 rated it did not like it
Shelves: previewed
Looks like there is nothing new. Very unsystematic.
Kate Gold
Oct 08, 2019 rated it did not like it
I am barely going to acknowledge this book because I had to read it for work and I really only skimmed it as fast as possible just to get through it. ...more
Ben Love
Dec 29, 2012 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 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 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.
Good foundational concepts - 4 to be exact. Lacks in explanation of the entire questioning process etc. but there are other good books for that.
Feb 23, 2008 rated it it was amazing
Boy did I need to read this!
Mar 13, 2015 rated it it was ok
Shelves: more-about
Tough to stay focused on it...may have been the narrator, not sure.
Keith Brooks
Dec 29, 2013 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.
Dec 06, 2016 rated it really liked it
Very dense with information. Worth re-reading at some point to make sure everything sinks in.
Abhishek Mishra
Aug 21, 2007 rated it it was amazing
Shelves: read-nonefiction
quiet a good one....
Aug 17, 2012 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.
May 29, 2015 rated it it was amazing
Great insight to anyone in the sales field.
rated it liked it
Dec 30, 2016
Asherlee Levy velikic
rated it it was amazing
Apr 08, 2016
Douglas Wick
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Mar 14, 2017
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Nov 12, 2018
Jonathan Brun
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Jan 26, 2019
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