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 trusted
advisor. If the stakes are high and you’re expected to win,
this book will give you the edge you’ve been looking for.
Buy your copy today!
Table des matières
Introduction.
1. The World in Which We Sell.
Converging Forces of Rapid Commoditization and Increasing
Complexity.
2. Trapped in the Conventional Sales Paradigm.
It’s Not about Selling–It’s about Managing
Quality Decisions.
3. A Proven Approach to Complex Sales.
You’re Either Part of Your System or Somebody
Else’s.
4. Discover the Prime Customer.
Optimum Engagement Strategies.
5. Diagnose the Complex Problem.
The Optimal Source of Differentiation.
6. Designing the Complex Solution.
Prevent Unpaid Consulting.
7. Delivering on the Prime Promise.
Keeping Close to the Customer and Ahead of the Competition.
8. Prime Performance Leadership.
Leading Professionals in the Complex Sale.
9. Prime Corporate Strategies.
Translating Market Strategy into Sales Results.
10. A Complex Sales Future.
You Can Watch It Happen to You or You Can Make It Happen for
You
Notes.
Index.
A propos de l’auteur
JEFF THULL is the President, CEO, and founder of Prime Resource Group, a leading consultancy that delivers optimal market strategies for business success. He counts among his clients such household names as 3M, Microsoft, Siemens, IBM, Citicorp, Georgia-Pacific, and Sulzer Medica. He is also a highly sought-after keynote speaker for corporate and association audiences worldwide.
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