Exceptional Selling

Praise for Exceptional Selling &quote;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.&quote; Guenter Lauber, Vice President, Siemens Energy & Automation, Inc., EA Systems &quote;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.&quote; Rob Mancuso, Senior Vice President, Investors Financial Services Corp. &quote;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.&quote; Tay Chong Siew, Major Customer Director, North Asia, BOC Gases &quote;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!&quote; Alberto Chacin, Director of On Demand Services LAD, Oracle USA &quote;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.&quote; Steven Rodriguez, Senior Vice President, Ceridian Corporation &quote;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.&quote; Wayne Hutchinson, Vice President of SalesMarketing and Consulting, Shell Global Solutions International B.V.

Autorentext

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.

Klappentext
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 successthe 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 conversationwhat 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 successlimited access, ambiguous words, objections, and cutthroat negotiationsmelt 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.

Zusammenfassung
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.

Inhalt

Foreword xi

Preface xix

Acknowledgments xxix

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

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

Part II: Taking It to the Street

4 Earning the Keys to the Elevator 83

5 D…