Description
Book SynopsisPraise 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 enab
Trade Review
"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
Table of Contents
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 Diagnosis Trumps Presentation Every Time 107
6 Cutting Through the Smoke and Mirrors 131
7 It Doesn’t Pay to Surprise a Corporation 159
Part III: Breaking Away with Exceptional Credibility
8 “Show Me the Money” 187
9 Connecting at the Level of Power and Decision 209
Epilogue 229
Index 231
