Summary:
The book provides a strategic approach to selling in complex and high-stakes environments, offering a methodology for navigating the challenges of high-value business-to-business sales. It emphasizes the importance of understanding customer needs, aligning solutions with those needs, and effectively communicating value to decision-makers.
Key points:
1. Shift to a diagnostic sales approach by understanding customer challenges before offering solutions, acting as a consultant rather than just a seller.
Books similar to "Mastering the Complex Sale":
The Prime Solution
Jeff Thull
The New Solution Selling
Keith M. Eades
Stop Telling, Start Selling
Linda Richardson
The Selling Fox
Jim Holden
Achieve Sales Excellence
Howard Stevens|Theodore Kinni
Rethinking the Sales Force
John DeVincentis|Neil Rackham
Beyond the Sales Process
Steve Andersen|Dave Stein
Selling Transformed
Philip Squire
Insight Selling
Michael Harris
Selling to Big Companies
Jill Konrath