Exceptional Selling: How the Best Connect and Win in High Stakes Sales

( 4 )

Overview

This is the first book to apply powerful diagnostic principles directly to sales conversations. It shows you how to create a customer engagement in which the common barriers to success - limited access, ambiguous words, objections, and cutthroat negotiations - melt away.
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Overview

This is the first book to apply powerful diagnostic principles directly to sales conversations. It shows you how to create a customer engagement in which the common barriers to success - limited access, ambiguous words, objections, and cutthroat negotiations - melt away.
Read More Show Less

Product Details

  • ISBN-13: 9780470037287
  • Publisher: Wiley
  • Publication date: 8/18/2006
  • Edition number: 1
  • Pages: 272
  • Sales rank: 204,177
  • Product dimensions: 9.12 (w) x 10.90 (h) x 0.97 (d)

Table of Contents

1 The more you sweat, the less you sell 9
2 Nobody buys a value proposition 31
3 You've got to get your mind right 53
4 Earning the keys to the elevator 83
5 Diagnosis trumps presentation every time 107
6 Cutting through the smoke and mirrors 131
7 It doesn't pay to surprise a corporation 159
8 "Show me the money" 187
9 Connecting at the level of power and decision 209
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Customer Reviews

Average Rating 4.5
( 4 )
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Sort by: Showing all of 4 Customer Reviews
  • Anonymous

    Posted March 2, 2007

    a reviewer

    Every book jacket sales guru disparages 'traditional' sales methods to promote his or her revolutionary approach, and Jeff Thull is no exception. However, Thull adds substance to his claim as he examines the arena of the complex sale and espouses his four-step sales sequence: 'Discover, diagnose, design and deliver.' In his sales system, every stage is a collaborative effort between the salesperson and the decision makers at the prospective client company. By working together, both prospect and salesperson identify a problem, research its financial impact, decide to make a change and design a solution. This system relies on gaining access to all the necessary players and getting them to participate throughout. Thull tends to gloss over the difficulty of clearing this daunting hurdle, though it may be harder to manage than he proposes. However, for those working in high stakes sales, this text is certainly worth studying. We particularly recommend its advice regarding orchestrating productive sales conversations.

    1 out of 1 people found this review helpful.

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  • Anonymous

    Posted October 26, 2006

    Absolutely Superb!!!

    Jeff Thull's latest book is an outstanding guide to the skills, approaches and conversations you must develop to excel in today's selling environment. It will take you beyond B2B, diagnostics, relationships, consultative and collaborative selling to explore a powerful and authentic set of disciplines of creating value. 'Exceptional Selling' truly sets the new standard for all selling.

    1 out of 1 people found this review helpful.

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  • Anonymous

    Posted March 30, 2007

    A reviewer

    It¿s one of the best sales books I have read in years. What you will learn from it: As one who is an advisor, you realize that not every client is a perfect fit for you. This book focuses on the language and mindsets you use with clients. With the right mindset and approach, you come off far more credible and actually sound like an advisor ¿ rather than just saying you are one. Further, the book focuses on first diagnosing (like a doctor would) before prescribing solutions. Again, taking this approach creates a true advisor relationship ¿ rather than just saying you¿re an advisor. Secondly, when approaching referral sources like Financial Planners and CPAs, they are going to be very perceptive in sensing if someone is presenting them with a hard close and pressuring their clients. Their relationships are the life blood of their business and they will not jeopardize them by referring them to someone they may perceive as a wolf. Again, the ¿maybe, maybe not¿ type approach in the book is essential in building relationships that demand both professionalism and credibility.

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  • Anonymous

    Posted May 31, 2011

    No text was provided for this review.

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