Exceptional Selling: How the Best Connect and Win in High Stakes Sales [NOOK Book]

Overview

If you're one of the six million people who work in the fast-paced, high-stress world of complex sales, you want the latest strategies and skills for success. This practical guide gives you the tools to take your sales game, your communication skills, and your career to the next level of success.

Exceptional Selling features street-level straight talk about the one-on-one skills that professionals need to ...

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

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Overview

If you're one of the six million people who work in the fast-paced, high-stress world of complex sales, you want the latest strategies and skills for success. This practical guide gives you the tools to take your sales game, your communication skills, and your career to the next level of success.

Exceptional Selling features street-level straight talk about the one-on-one skills that professionals need to succeed. In this prescriptive and practical guide, author Jeff Thull challenges conventional thinking and gets down to the key ingredients of sales success—the magic formula based on a powerful communication mindset, exceptional skills, and winning disciplines taken from the best in the business. You'll get the edge you need to set yourself apart from the competition, connect to your customers' hearts and minds, and clearly establish the value you offer.

Exceptional Selling is about what works. Its focus is the most dynamic and challenging part of the sales process: the authentic conversation—what top sales professionals talk about with their customers as well as how they say it. Successful communication resides at the intersection of content and delivery, substance and style. It's your key to privileged access and privileged insight.

Exceptional Selling is a step-by-step guide to the kind of critical conversations you must have to win the high stakes sale and build powerful relationships. From the crucial first call that sets the stage, to the critically important C-suite executive conversations that build your credibility, to the financial conversations that create a compelling case for your value (and all the important conversations in between), you'll find specific examples that will propel you forward and help you achieve greater success and profitability.

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. If you want to set yourself apart from the rest, connect with your customers, raise the bar for your competition, and win in the game of high stakes sales, Exceptional Selling is the book that will take you there.

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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
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Product Details

  • ISBN-13: 9781118038888
  • Publisher: Wiley
  • Publication date: 12/15/2010
  • Sold by: Barnes & Noble
  • Format: eBook
  • Edition number: 1
  • Pages: 272
  • Sales rank: 244,181
  • File size: 692 KB

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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Table of Contents

Foreword.

Preface.

Acknowledgments.

Part I: "What We Got Here Is a Failure to Communicate."

1 The More You Sweat, the Less You Sell.

2 Nobody Buys a Value Proposition.

3 You’ve Got to Get Your Mind Right.

Part II: Taking It to the Street.

4 Earning the Keys to the Elevator.

5 Diagnosis Trumps Presentation Every Time.

6 Cutting Through the Smoke and Mirrors.

7 It Doesn’t Pay to Surprise a Corporation.

Part III: Breaking Away with Exceptional Credibility.

8 "Show Me the Money."

9 Connecting at the Level of Power and Decision.

Epilogue.

Index.

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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.

Sort by: Showing all of 4 Customer Reviews

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