Mastering the Complex Sale, Exceptional Selling , The Prime Solution , by Jeff Thull. 2010, 2006, 2005. This set of books which detail the Complex Sale process from the point of view of delivering value are easily the most completely thought out approach I have read to date on selling value.
Thull starts with a a simple idea, that sellers /solutions need to tie their offer into solving valuable real measurable business problems , from the customers point of view to enable real measurable value outcomes . Like any simple idea, the details of delivery have far reaching impacts on sellers and customers. He has many phrases which stick with you, like always going for the no, spectacular success comes from unspectacular preparation, no problem/pain no sale, no surprises, the salesperson is like a doctor.
Thulls four separate steps are
But the devil is in the details. Thull provides the details needed tofill in this framework. This approach has the potential to set any seller far away from the pack of competitors as well as making customer relationships very competitor proof. Of any approach, this one truly recognizes the uniqueness of very customer and how to ensure the customer gets that value as well as recognizes it. This is a transformative process not only for the customer but the sellers organization as well. A must have for if you are the complex sales marketplace.