{"product_id":"exceptional-selling-how-the-best-connect-and-win-in-high-stakes-sales-hardback-9780470037287","title":"Exceptional Selling; How the Best Connect and Win in High Stakes Sales (Hardback) 9780470037287","description":"\u003cfont face=\"Georgia\"\u003e\r\n\u003cp\u003e\u003cfont size=\"6\"\u003eExceptional Selling\u003c\/font\u003e\u003cbr\u003e\r\n\u003cfont size=\"5\"\u003eHow the Best Connect and Win in High Stakes Sales\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cem\u003eIn his book \u003ci\u003eExceptional Selling\u003c\/i\u003e, 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. --\u003ci\u003eCRM Magazine, October 2006\u003c\/i\u003e  \u003cp\u003e\u003ci\u003eExceptional Selling's\u003c\/i\u003e 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.--\u003ci\u003eSales \u0026amp; Marketing Management Magazine\u003c\/i\u003e, October 2006\u003c\/p\u003e \u003cp\u003e\u003ci\u003eExceptional Selling\u003c\/i\u003e 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\u003c\/p\u003e \u003cp\u003eMany 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, \u003ci\u003eManageSmarter.com\u003c\/i\u003e\u003c\/p\u003e\u003c\/em\u003e\u003c\/p\u003e\r\n\r\n\r\n\u003cp\u003e\u003cfont size=\"4\"\u003eJeff Thull (Author)\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003e9780470037287, Wiley\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003eHardback, published 18 August 2006\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003e272 pages\u003cbr\u003e22.9 x 15 x 2.8 cm, 0.454 kg\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\r\n\r\n\u003cp align=\"justify\"\u003e\u003cem\u003e\u003cfont size=\"3\"\u003e\"I am a Jeff Thull fan...Jeff's book has something profound to teach each of us- starting with me!\"- Tom Peters, author of \u003ci\u003eRe-Imagine!: Business Excellence in a Disruptive Age\u003c\/i\u003e\u003c\/font\u003e\u003c\/em\u003e\u003c\/p\u003e\r\n\r\n\u003cp align=\"justify\"\u003e\u003cstrong\u003e\u003cfont size=\"3\"\u003e\u003cb\u003ePraise for \u003ci\u003eExceptional Selling\u003c\/i\u003e\u003c\/b\u003e  \u003cp\u003e\"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.\"\u003cbr\u003e —Guenter Lauber, Vice President, Siemens Energy \u0026amp; Automation, Inc., EA Systems\u003c\/p\u003e \u003cp\u003e\"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.\"\u003cbr\u003e —Rob Mancuso, Senior Vice President, Investors Financial Services Corp.\u003c\/p\u003e \u003cp\u003e\"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.\"\u003cbr\u003e —Tay Chong Siew, Major Customer Director, North Asia, BOC Gases\u003c\/p\u003e \u003cp\u003e\"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!\"\u003cbr\u003e —Alberto Chacin, Director of On Demand Services LAD, Oracle USA\u003c\/p\u003e \u003cp\u003e\"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.\"\u003cbr\u003e —Steven Rodriguez, Senior Vice President, Ceridian Corporation\u003c\/p\u003e \u003cp\u003e\"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.\"\u003cbr\u003e —Wayne Hutchinson, Vice President of SalesMarketing and Consulting, Shell Global Solutions International B.V.\u003c\/p\u003e\u003c\/font\u003e\u003c\/strong\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003e\u003cp\u003eForeword xi\u003c\/p\u003e \u003cp\u003ePreface xix\u003c\/p\u003e \u003cp\u003eAcknowledgments xxix\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart I: “What We Got Here Is a Failure to Communicate”\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e1 The More You Sweat, the Less You Sell 9\u003c\/p\u003e \u003cp\u003e2 Nobody Buys a Value Proposition 31\u003c\/p\u003e \u003cp\u003e3 You’ve Got to Get Your Mind Right 53\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart II: Taking It to the Street\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e4 Earning the Keys to the Elevator 83\u003c\/p\u003e \u003cp\u003e5 Diagnosis Trumps Presentation Every Time 107\u003c\/p\u003e \u003cp\u003e6 Cutting Through the Smoke and Mirrors 131\u003c\/p\u003e \u003cp\u003e7 It Doesn’t Pay to Surprise a Corporation 159\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart III: Breaking Away with Exceptional Credibility\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e8 “Show Me the Money” 187\u003c\/p\u003e \u003cp\u003e9 Connecting at the Level of Power and Decision 209\u003cbr\u003e Epilogue 229\u003cbr\u003e Index 231\u003c\/p\u003e\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003eSubject Areas: Business \u0026amp; management [\u003ca title=\"See our other books on Business \u0026amp; management\" href=\"https:\/\/freshlyprintedbooks.co.uk\/search?q=%22Business%20\u0026amp;%20management%20%5BKJ%5D%22\"\u003eKJ\u003c\/a\u003e]\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\r\n\u003c\/font\u003e","brand":"Wiley","offers":[{"title":"Brand New","offer_id":52470070083864,"sku":"9780470037287","price":16.29,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0730\/2037\/5320\/files\/0470037288_132230.jpg?v=1785631231","url":"https:\/\/freshlyprintedbooks.co.uk\/products\/exceptional-selling-how-the-best-connect-and-win-in-high-stakes-sales-hardback-9780470037287","provider":"Freshly Printed Books","version":"1.0","type":"link"}