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Praise for Mastering the Complex Sale

"Jeff Thull's process plays a key role in helping companies and their customers cross the chasm with disruptive innovations and succeed with game-changing initiatives."
―Geoffrey A. Moore, author of Crossing the Chasm and Dealing with Darwin

"This is the first book that lays out a solid method for selling cross-company, cross-border, even cross-culturally where you have multiple decision makers with multiple agendas. This is far more than a 'selling process'―it is a survival guide―a truly outstanding approach to bringing all the pieces of the p

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Book ID Asin: 0470533110
Book Title: Mastering the Complex Sale: How to Compete and Win When the Stakes are High!
Book Author: Jeff Thull
Book Format and Price:
Book Format Name: Kindle
Book Format Price: $15.00
Book Format Name: Audiobook
Book Format Price: $0.00
Book Format Name: Hardcover
Book Format Price: $24.95
Book Price: $24.95
Book Category: Books, Business & Money, Management & Leadership and unknown
Book Rating: 189 ratings

Mastering the Complex Sale: How to Compete and Win When the Stakes are High! by Jeff Thull Book Review

Name: Rex Castle
Rating: 5.0 out of 5 stars
Title: a good read that makes you think
Date: Reviewed in the United States 🇺🇸 on October 13, 2022
Review: I generally don’t read an author more than once. With Thule I’ve ordered his other two books. I’m always seeking a different way of thinking and Thull has got some gears churning so we’ll see…

Name: Steve R
Rating: 5.0 out of 5 stars
Title: Best Book on Selling ... EVER!
Date: Reviewed in the United States 🇺🇸 on March 12, 2012
Review: In my 25+ years selling (computers), I have read hundreds of books on selling. For the most part, they're written by people who have lucked-out selling in very "up" markets, selling consumer products such as life insurance, or came-up with their sales theories looking back on their "wins" and blocking-out their "no-wins". Prior to Thull's book, the ONLY sales book based on real fact-based studies was the breakthrough SPIN Selling by Rackem. It showed just why people bought - and didn't buy - using admirable stats from over 30,000 sales calls rather than the anecdotal recountings of "successful" salesmen. You all know the names.

Thull's book goes way beyond SPIN Selling by showing - conclusively - why customers BUY rather than be sold. Thull's point is that people buy only when they realize the impact of not-buying; that continuing the on current path will lead to (or is currently creating) problems that far exceed the cost of the solution being offered. And, it is the salesman's/woman's job to find and develop these issues and bring the customer to realize the larger effect of the problem.

These days, the emotional triggers/pain-points so sought after by "professional salespeople" are screened-out very early in the process, esp. with buying committees or extended financial reviews by higher management. The critical issue is to bring the customer to quantify (determine the direct and indirect costs of the problem) the impact that he/she/they will be sufficently motivated to move. This is far different from the salesperson "showing" the "value" of his/her product which in almost ALL cases is a scripted (canned) "solution" and has limited relevance to the specific problem the customer is facing. I've read and re-read "Mastering the Complex Sales" many times, there is so much worthwhile material in this book. It is absolutely ... the BEST BOOK on Selling EVER!

Name: Reg Nordman
Rating: 5.0 out of 5 stars
Title: A must have for if you are the complex sales marketplace.
Date: Reviewed in the United States 🇺🇸 on May 12, 2016
Review: This set ( Mastering , The Prime Solution, Exceptional Sales) of books which detail the Complex Sale process from the point of view of delivering value, are easily the most completely thought out approach I have read to date on selling value.

Thull starts with a a simple idea, that sellers /solutions need to tie their offer into solving valuable real measurable business problems , from the customers point of view to enable real measurable value outcomes . Like any simple idea, the details of delivery have far reaching impacts on sellers and customers. He has many phrases which stick with you, like always going for the no, spectacular success comes from unspectacular preparation, no problem/pain no sale, no surprises, the salesperson is like a doctor.

Thulls four separate steps are

Discovery
Diagnosis
Design
Deliver
But the devil is in the details. Thull provides the details needed to fill in this framework. This approach has the potential to set any seller far away from the pack of competitors as well as making customer relationships very competitor proof. Of any approach, this one truly recognizes the uniqueness of very customer and how to ensure the customer gets that value as well as recognizes it. This is a trans formative process not only for the customer but the sellers organization as well. A must have for if you are the complex sales marketplace.

Name: Justin Michael
Rating: 5.0 out of 5 stars
Title: Disruptive and invaluable!
Date: Reviewed in the United States 🇺🇸 on March 25, 2014
Review: Thull has written a magnum opus on selling to the enterprise here. Quantifying the financial impact and differentiating ones approach are two aspects that stand out to me. This book is so good I listened to Jeff narrate it on Audible and now I'm going to read it again on Kindle. This book has changed my thought process, sequence and strategy for closing deals and I am grateful for it. The world of selling has changed but no matter how great the Era II sales techniques used to work, they break down in Era III where there is increased complexity and commoditization. The concept of a value hypothesis and the level of collaboration that is possible with multiple stakeholders to build consensus to an investment in the right tailored solution, are just incredible facets of the diamond that this book represents. I'm already sharing it with a mentor in Australia who's primary thesis is "value creation" versus "value proposition."

Name: Will Robertson
Rating: 5.0 out of 5 stars
Title: Again, great content at a good price
Date: Reviewed in the United States 🇺🇸 on September 14, 2013
Review: This is another one of those "office" books that is used for reference from time to time. Amazon was fast and I love the download version of ANY book with rare exception. Downloaded content should be priced very low due to the fact that there is no paper, no printing, no binding, no shipping, no warehousing, no middle men and no retail structure to deal with. One would think that the sellers would catch on to this reality and price all downloads very reasonably because of it. One has to look around to see that prices do vary for the same book. Amazon was the best for this one. Authors be aware... thinking people don't want the physical book, they want the content without the book requiring shelf space in the home or office to collect dust and seldom gets thrown away because the content is in the book.

Name: T. J.
Rating: 4.0 out of 5 stars
Title: Not bad in the sea of Sales books
Date: Reviewed in the United States 🇺🇸 on September 24, 2017
Review: With the myriad of sales methods out there, The Complex Sale offers a fairly practical solution. The author regularly inserts commentary to display how much better he thinks his method is over other methods, which for me takes away from his process.

In my view, SPIN, VITO, Challenger, Conceptual Selling ... add whatever your method of choice is ... all offer some nuggets. Nothing is a one-size-fits-all approach. Take the pearls from each and make them work for you!

Name: Tyler Shamsuddoha
Rating: 5.0 out of 5 stars
Title: Great product
Date: Reviewed in the United States 🇺🇸 on September 20, 2021
Review: Book was in great condition, very happy with it