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

Thull, Jeff

Published by Wiley
ISBN 10: 0470037288 / ISBN 13: 9780470037287
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Synopsis: Praise for Exceptional Selling

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

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

"Thull has taken consultative and collaborative sales to newheights. The knowledge in this book is priceless. The trust andrespect created by the diagnostic process is a must-have forsuccess here in Asia and around the globe. It enables us todifferentiate ourselves early and achieve long-lastingsuccess."
—Tay Chong Siew, Major Customer Director, North Asia, BOCGases

"Having achieved exceptional success by working with Thull andimplementing the strategy and process in his first two books, I'mastounded that his leading-edge thinking is captured in yet moredetail in another brilliant book. The conversation examples of hispowerful diagnostic approach will bring even greater success to ourorganization. Truly exceptional!"
—Alberto Chacin, Director of On Demand Services LAD, OracleUSA

"Exceptional Selling is a dramatic departure from the vastmajority of sales books. It scares me to see all the ways in whichwe can self-sabotage our sales opportunities-but that's onlychapter one. Throughout the book, Thull describes compellingexamples of how to succeed in a cluttered marketplace."
—Steven Rodriguez, Senior Vice President, CeridianCorporation

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

From the Inside Flap: 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 strategiesand skills for success. This practical guide gives you the tools totake your sales game, your communication skills, and your career tothe next level of success.

Exceptional Selling features street-level straight talk aboutthe one-on-one skills that professionals need to succeed. In thisprescriptive and practical guide, author Jeff Thull challengesconventional thinking and gets down to the key ingredients of salessuccess—the magic formula based on a powerful communicationmindset, exceptional skills, and winning disciplines taken from thebest in the business. You'll get the edge you need to set yourselfapart from the competition, connect to your customers' hearts andminds, and clearly establish the value you offer.

Exceptional Selling is about what works. Its focus is the mostdynamic and challenging part of the sales process: the authenticconversation—what top sales professionals talk about withtheir customers as well as how they say it. Successfulcommunication resides at the intersection of content and delivery,substance and style. It's your key to privileged access andprivileged insight.

Exceptional Selling is a step-by-step guide to the kind ofcritical conversations you must have to win the high stakes saleand build powerful relationships. From the crucial first call thatsets the stage, to the critically important C-suite executiveconversations that build your credibility, to the financialconversations that create a compelling case for your value (and allthe important conversations in between), you'll find specificexamples that will propel you forward and help you achieve greatersuccess and profitability.

This is the first book to apply powerful diagnostic principlesdirectly to sales conversations. It shows you how to create acustomer engagement in which the common barriers tosuccess—limited access, ambiguous words, objections, andcutthroat negotiations—melt away. If you want to set yourselfapart from the rest, connect with your customers, raise the bar foryour competition, and win in the game of high stakes sales,Exceptional Selling is the book that will take you there.

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Title: Exceptional Selling: How the Best Connect ...
Publisher: Wiley
Binding: Hardcover
Book Condition: Fine

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