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

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

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by Jeff Thull
     
 

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Praise for Exceptional Selling

"Thull's leading-edge thinking makes this book extraordinary. This straightforward guide to communicating across all cultures with credibility and respect will give you a significant competitive advantage in a complex and crowded global marketplace."
—Guenter Lauber, Vice President, Siemens Energy &

Overview

Praise for Exceptional Selling

"Thull's leading-edge thinking makes this book extraordinary. This straightforward guide to communicating across all cultures with credibility and respect will give you a significant competitive advantage in a complex and crowded global marketplace."
—Guenter Lauber, Vice President, Siemens Energy & Automation, Inc., EA Systems

"Exceptional Selling may be one of the most important books written on sales and marketing communications for high stakes sales. It shows you how to stand apart from your competition, communicate with great clarity, and position your solution as the most compelling choice for the long term."
—Rob Mancuso, Senior Vice President, Investors Financial Services Corp.

"Thull has taken consultative and collaborative sales to new heights. The knowledge in this book is priceless. The trust and respect created by the diagnostic process is a must-have for success here in Asia and around the globe. It enables us to differentiate ourselves early and achieve long-lasting success."
—Tay Chong Siew, Major Customer Director, North Asia, BOC Gases

"Having achieved exceptional success by working with Thull and implementing the strategy and process in his first two books, I'm astounded that his leading-edge thinking is captured in yet more detail in another brilliant book. The conversation examples of his powerful diagnostic approach will bring even greater success to our organization. Truly exceptional!"
—Alberto Chacin, Director of On Demand Services LAD, Oracle USA

"Exceptional Selling is a dramatic departure from the vast majority of sales books. It scares me to see all the ways in which we can self-sabotage our sales opportunities-but that's only chapter one. Throughout the book, Thull describes compelling examples of how to succeed in a cluttered marketplace."
—Steven Rodriguez, Senior Vice President, Ceridian Corporation

"Thull has again extended the concepts and thinking he developed in The Prime Solution and Mastering the Complex Sale. This is an essential read for anyone working to understand his customers in a complex world."
—Wayne Hutchinson, Vice President of SalesMarketing and Consulting, Shell Global Solutions International B.V.

Editorial Reviews

From the Publisher
"I am a Jeff Thull fan...Jeff's book has something profound to teach each of us- starting with me!"- Tom Peters, author of Re-Imagine!: Business Excellence in a Disruptive Age

Product Details

ISBN-13:
9780470037287
Publisher:
Wiley
Publication date:
08/18/2006
Pages:
272
Sales rank:
480,230
Product dimensions:
9.12(w) x 10.90(h) x 0.97(d)

What People are saying about this

From the Publisher
In his book Exceptional Selling, sales expert Jeff Thull shatters decades-old assumptions about B2B selling and presents a new approach that he calls Diagnostic Selling. Thull delivers straight talk about the one-on-one skills that professionals need in order to set themselves apart, connect with their customers, and raise the bar for the competition. —CRM Magazine, October 2006

Exceptional Selling's approach extols the value of Diagnostic Selling: professional involvement and emotional detachment, not confrontation and persuasion. Author Jeff Thull breaks down complex business-to-business sales with clear, step-based directions, easy to understand diagrams and charts, and case studies of successes and failures. Exceptional Selling gently prods salespeople toward corrective strategies for errors that often go undiagnosed in the chase for the deal.—Sales & Marketing Management Magazine, October 2006

Exceptional Selling focuses heavily on the actual processes of the diagnostic process Thull advocates and offers excellent advice and examples on such topics as protecting the customer’s ego during the sales cycle, learning how to develop analyses of customer needs that are credible, and (perhaps my favorite topic in the book) why you should avoid those PowerPoint presentations the industry is addicted to. —Rick Chapman, Managing Editor and Publisher of Softletter

Many salespeople believe their sales are successes or failures based on emotional connections with customers who are either too involved or too distant. Author Jeff Thull sets out to change conventional thinking. Thull advises how to deal with all stages of the sales cycle stages. He breaks down complex business-to-business sales with clear, step-based directions, easy to understand diagrams and charts, and case studies of successes and failures. Exceptional Selling gently prods salespeople toward corrective strategies for errors that often go undiagnosed in the chase for the deal. —Tali Arbel, ManageSmarter.com

Meet the Author

Jeff Thull is a leading-edge strategist and valued advisor for executive teams worldwide. As President and CEO of Prime Resource Group, he has designed and implemented business transformation programs for companies such as Shell Global Solutions, 3M, Microsoft, Siemens, Citicorp, IBM, Raymond James, and Georgia-Pacific, as well as many fast-track start-up companies. He has gained a reputation as a leader in the area of sales and marketing strategies for companies involved in complex sales. He is an in-demand public speaker who has delivered more than 2,500 speeches and seminars. Thull is also the author of The Prime Solution and the Wiley title, Mastering the Complex Sale.
For more information, please visit www.primeresource.com.

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Exceptional Selling: How the Best Connect and Win in High Stakes Sales 4.5 out of 5 based on 0 ratings. 4 reviews.
Guest More than 1 year ago
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.
Guest More than 1 year ago
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.
Anonymous More than 1 year ago
Guest More than 1 year ago
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.