Mastering the Complex Sale
How to Compete and Win When the Stakes are High!
Contents
Introduction...................................................................................................................xvii
1 The World in Which We Sell Converging Forces of Rapid Commoditization and Increasing Complexity.............................1
2 Trapped in the Conventional Sales Paradigm It's Not about Selling-It's about Managing Quality Decisions.....................21
3 A Proven Approach to Complex Sales You're Either Part of Your System or Somebody Else's.....................................39
4 Discover the Prime Customer Optimum Engagement Strategies...................................................................75
5 Diagnose the Complex Problem The Optimal Source of Differentiation..........................................................99
6 Designing the Complex Solution Prevent Unpaid Consulting....................................................................125
7 Delivering on the Prime Promise Keeping Close to the Customer and Ahead of the Competition..................................145
8 Prime Performance Leadership L ... read full excerpt from Mastering the Complex Sale: How to Compete and Win When the Stakes are High! ebook
