I’ve been doing quite a bit of reading (as Verne Harnish says: we all need to out read the competition) and the first book I wanted to review was “Mastering the complex sale” by Jeff Thull.
Jeff explains that the sales process has evolved from selling your product (era 1.0), to responding to your prospect’s problem and solving it with them (era 2.0), to what is now the sales era 3.0.
Sales era 3.0 recognises that most of your prospects can’t even define their problem or may not even know they have one!…
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