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The Prime Solution

Close the Value Gap, Increase Margins, and Win the Complex Sale
Summary:

The book provides a framework for sales professionals to navigate complex sales processes by identifying and closing the 'value gap' between customer expectations and the solutions offered. It offers strategies to enhance communication, diagnose customer problems effectively, and create value propositions that improve margins and sales success.

Key points:

1. Value Gap: Jeff Thull highlights the importance of bridging the gap between expected and actual value to satisfy customers and boost sales.

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