Mastering the Complex Sale
by Jeff Thull
Thull's Diagnostic Business Development: discover, diagnose, design, deliver, with the seller as a business advisor who quantifies the cost of the problem. Rigorous and aimed at high-value sales.
Read it if…
you sell expensive solutions where the customer cannot see their own problem clearly.
See the book →
Skip it if…
you sell simple products.
Try instead: The Transparency Sale →
Three things you will actually use
- Diagnose before you prescribe.
- Quantify the cost of doing nothing.
- Be the advisor, not the vendor.
Do this first
Quantify the cost of the problem for one prospect before proposing anything.
Our verdict
Diagnostic high-value selling.
See the book →
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