{"product_id":"mastering-the-complex-sale-9780470533116","title":"Mastering the Complex Sale","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003eKey strategies for long-term, sustainable customerrelationships With nearly every sector of the marketplace challenged likenever before, sales professionals are under pressure now more thanever. Success demands superior strategies and precise execution.\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTable of Contents\u003c\/b\u003e\u003cbr\u003e\u003cp\u003eForeword \u003ci\u003eWayne Hutchinson\u003c\/i\u003e, Shell International ix\u003c\/p\u003e \u003cp\u003eAcknowledgments xxi\u003c\/p\u003e \u003cp\u003eIntroduction to the Second Edition xxv\u003c\/p\u003e \u003cp\u003e\u003cb\u003eI the World in Which We Sell 1\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003e1 Caught between Complexity and Commoditization 3\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eIf Our Solution Is So Complex, Why Is It Treated as a Commodity?\u003c\/p\u003e \u003cp\u003e\u003cb\u003e2 Avoiding the Traps of Self-Commoditization 31\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChallenge Your Assumptions and Set Yourself Apart\u003c\/p\u003e \u003cp\u003e\u003cb\u003e3 A Proven Approach to Winning Complex Sales 49\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eYou’re Either Part of Your System or Somebody Else’s\u003c\/p\u003e \u003cp\u003e\u003cb\u003eII the Four Phases of Diagnostic Business Development 87\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003e4 Discover the Prime Customer 89\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eEntering at the Level of Power and Influence\u003c\/p\u003e \u003cp\u003e\u003cb\u003e5 Diagnose Complex Problems 117\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe Ultimate Source of Credibility and Differentiation\u003c\/p\u003e \u003cp\u003e\u003cb\u003e6 Design the Value-Rich Solution 145\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eCreating the Confidence to Invest\u003c\/p\u003e \u003cp\u003e\u003cb\u003e7 Deliver the Value 169\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eCreating Competitor-Proof Customer Relationships\u003c\/p\u003e \u003cp\u003e\u003cb\u003eIII Driving Predictable and Profitable Organic Growth 187\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eBuilding a Diagnostic Business Development Capability\u003c\/p\u003e \u003cp\u003e\u003cb\u003e8 Building a Value-Driven Sales Organization 189\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eGetting Paid for the Value You Create\u003c\/p\u003e \u003cp\u003e\u003cb\u003e9 Prevent Value Leakage 217\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eCapture Your Value with Diagnostic Business Development\u003c\/p\u003e \u003cp\u003eEpilogue: The Era 3 Sales Future 241\u003c\/p\u003e \u003cp\u003eYou Can Watch It Happen to You or You Can Make It Happen for You\u003c\/p\u003e \u003cp\u003eAbout Prime Resource Group 249\u003c\/p\u003e \u003cp\u003eNotes 255\u003c\/p\u003e \u003cp\u003eIndex 259\u003c\/p\u003e","brand":"John Wiley \u0026 Sons Inc","offers":[{"title":"Default Title","offer_id":49402357186903,"sku":"9780470533116","price":17.81,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0817\/1739\/5799\/files\/9780470533116.jpg?v=1730480165","url":"https:\/\/bookcurl.com\/products\/mastering-the-complex-sale-9780470533116","provider":"Book Curl","version":"1.0","type":"link"}