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Nancy Nardin

I read Mastering the Complex Sale a few years back and have always considered it one of the best sales books out there.

It's great to see that there is a new edition.

Diagnostic selling is a unique concept and is different from "solution" selling. Even the term "solution selling" implies the desire to sell er, provide prospects with a solution.

Diagnostic selling demonstrates the desire to diagnose business challenges - an approach that's much more customer oriented. Unfortunately, I wonder if too many sales managers will be short-sighted and impatient with this approach.

They would do well to read this book and make note of Shell's success.

Nancy

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