{"product_id":"exceptional-selling-9780470037287","title":"Exceptional Selling","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003e\u003cb\u003ePraise for \u003ci\u003eExceptional Selling\u003c\/i\u003e\u003c\/b\u003e  \u003cp\u003eThull''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\u003eExceptional 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\u003eThull 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\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTrade Review\u003c\/b\u003e\u003cbr\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\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTable of Contents\u003c\/b\u003e\u003cbr\u003e\u003c\/p\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","brand":"John Wiley \u0026 Sons Inc","offers":[{"title":"Default Title","offer_id":49402268877143,"sku":"9780470037287","price":15.29,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0817\/1739\/5799\/files\/9780470037287.jpg?v=1730479896","url":"https:\/\/bookcurl.com\/products\/exceptional-selling-9780470037287","provider":"Book Curl","version":"1.0","type":"link"}