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Title: Mastering the Complex Sale: How to Compete and Win When the Stakes are High! by Jeff Thull ISBN: 0-471-43151-6 Publisher: John Wiley & Sons Pub. Date: 02 May, 2003 Format: Hardcover Volumes: 1 List Price(USD): $24.95 |
Average Customer Rating: 4.92 (12 reviews)
Rating: 5
Summary: Stands Head and Shoulders Above the Rest
Comment: Jeff Thull's insights add a new dimension to the field of business-to-business selling. If your sales process involves selling to multiple people, with multiple perspectives and objectives, you need this book.
Thull argues that many people follow the outdated, predator model of selling, and that poor results from that approach should be expected. Instead, Thull wants sales people to focus on helping customers make the best decision, even if the business goes to a competitor.
By focusing squarely on the solving the customer's problem, rather than focusing on the needs of the salesperson, you will have more long-term sales success.
The book does a good job of codifying how the top 3%-5% business-to-business salespeople win. This isn't warmed-over sales advice. Thull's book is a roadmap for selling success.
Rating: 5
Summary: Timely, real-world techniques, especially for this economy
Comment: So many sales books rehash the same old stuff: seek out decision makers, ask questions, describe benefits, demonstrate ROI. Not this one-in fact, the author makes a compelling case that those skills are hopeless out of date.
A few years ago Mack Hannan wrote a great book called "Sales Shock." This book is not only a worthy successor to that one, but also focuses strictly on the ever so complex sale at the top of the sales pyramid.
Rating: 5
Summary: Thought Provoking
Comment: I read a great deal of business related books in a quest to enhance my overall understanding and to provide me with usable knowledge. A lot of the stuff that I read is pretty dry and occasionally sleep inducing.
This book is fascinating. For me, it hits the nail firmly in the head when it comes to describing the modern sales environment and providing you with usable sales insight which would otherwise take you years of trial and error to develop on your own.
If you are involved in sales or business development, this book won't cost you much, is well written and you really must read it.
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Title: Selling To VITO (The Very Important Top Officer) by Anthony Parinello, Denis Waitley ISBN: 1580622240 Publisher: Adams Media Corporation Pub. Date: 1999 List Price(USD): $12.95 |
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Title: Hope Is Not a Strategy: The 6 Keys to Winning the Complex Sale by Rick Page ISBN: 0071418717 Publisher: McGraw-Hill Trade Pub. Date: 24 March, 2003 List Price(USD): $14.95 |
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Title: Solution Selling: Creating Buyers in Difficult Selling Markets by Michael T. Bosworth, Rick Page, Sallie Sherman ISBN: 0786303158 Publisher: McGraw-Hill Trade Pub. Date: 01 September, 1994 List Price(USD): $29.95 |
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Title: Start with NO...The Negotiating Tools that the Pros Don't Want You to Know by Jim Camp ISBN: 0609608002 Publisher: Crown Business Pub. Date: 09 July, 2002 List Price(USD): $22.95 |
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Title: New Strategic Selling: Unique Sales System Prven Successful By World's by D Stephen E./Sanchez Heiman ISBN: 0446673463 Publisher: Warner Books Pub. Date: 01 January, 1998 List Price(USD): $15.95 |
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