To compete successfully and win more business in today’s turbulent world of business-to-business sales, sales professionals need a new business paradigm that is specifically designed for the complex sales arena, one that offers a system and the skills and the mental discipline needed to execute it. They need, says business strategist, consultant and speaker Jeff Thull, a smarter way to sell.

A smarter way to sell transforms the conventional sales pitch that cus- tomers must endure into a high quality decision-making process that cus- tomers value. It transforms salespeople from predators into valued business partners in the customer’s mind. It transforms the sales process from pre- mature presentations to a process of mutual confirmation. And it transforms the conventional solutions-based, seller-first approach to sales into a diagnostic-based, customer- centric approach. In fact, a smarter way to sell, Thull persuasively argues in Mastering the Complex Sale, is to stop selling in the conventional sense and adopt a practical proven approach called Diagnostic Business Development (or the Prime Process).

In This Summary In this summary, you'll learn how to:

· Gain access to and manage multiple decision makers at the highest levels of power and influence in the customer’s organization.

· Differentiate yourself from the competition early and often.

· Dramatically reduce the sales cycle time.

· Avoid the trap of “unpaid consulting.”

· Identify untapped sources of opportunity and develop new business instead of chasing the usual suspects along with the rest of the crowd.

· Develop a common process and language with which the entire sales, marketing, and support team can present a unified voice to the customer.