Mastering the Complex Sale by Jeff Thull explores the challenges of conventional sales paradigms and suggests a diagnostic approach. It introduces the "Prime Process," a sales framework designed to navigate the intricacies of high-stakes transactions. It unfolds in four phases: Discover, Diagnose, Design and Deliver. The book emphasizes sales professionals, like skilled doctors or detectives, can uncover true needs before prescribing solutions.

This podcast goes beyond a simple summary of Mastering the Complex Sale, delving into the details of the "Prime Process." Through examples and actionable insights, it helps understand the importance of building trust through thoughtful customer analysis. Tune in to master a proven method for achieving success in complex sales environments.

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