Mastering The Complex Sale

If you're interested in B2B selling, I highly recommend this book. Thull's approach is dramatically different from the old-school "Alec Baldwin rant in Glengarry Glen-Ross" stuff you may have been exposed to. He encourages a model where you act more like a doctor, or a detective, and practice "Always Be Leaving" instead of "Always Be Closing".

on HN, 2017

Mastering The Complex Sale - Jeff Thull - lays out an approach to selling that I believe is one of the best out there for enterprise / B2B. May not be as relevant for B2C or other approaches.

on HN, 2018

I don't claim to be a great, or even good, salesman. But if I ever become any good at selling, I expect I'll credit this book for a lot of that. I really like Thull's approach with is "always be leaving" mantra and focus on diagnosis as opposed to "get the sale at any cost".

on HN, 2017

I really like Thull's approach, especially his "always be leaving" mindset, as opposed to the old "always be closing" idea. Thull's thinking is much more focused on providing an authentic and honest experience, and genuinely trying to help the customer - as opposed to stuff about how to "trick" the customer into saying yes.

on HN, 2015

As mentioned in other posts, I would also add SPIN Selling, Mastering the Complex Sale and The Referral Engine.

on HN, 2015