Book report: Mastering the Complex Sale by Jeff Thull

Joseph Williams

Dr. Ricks

SMKT 4000

February 21, 2019

Mastering the Complex Sale

In the book, Mastering the Complex Sale, author Jeff Thull takes a different outlook to helping salespeople solve complex sales by looking at the sale from the customer’s point of view. Thull explains how to use the customer’s insight to make a solution directly to their problems. He points out the importance of researching the customer before trying to make the sale. His methodology is criticized because it does not follow the traditional route and makes the salesperson listen more than talk. In this book he describes how selling is becoming more challenging because of commoditization and complexity. Thull encourages salespeople to focus on relationship instead transactions.

Conclusion

Thull concludes by explaining that it is important to inform the customer that you will walk away from the sale if what you are providing does not meet their needs. He explains that salespeople should be consistent and trustworthy because selling is not a creative art. Thull believes results will come consistently with the right methodology. “The hard reality of the marketplace dictates that you are either part of your system or somebody else’s.” The main takeaway from this book is that sale representatives should see the sale from the customer’s point-of-view and adapt to the new challenges of selling.