Exceptional Selling by Jeff Thull
How the Best Connect and Win in High Stakes Sales

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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.

 

About Jeff Thull

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As founder of Prime Resource Group, a sales and marketing peAs founder of Prime Resource Group, a sales and marketing peAs founder of Prime Resource Group, a sales and marketing performance consulting firm delivering training programs to ovrformance consulting firm delivering training programs to ovrformance consulting firm delivering training programs to over 10,000 participants per year, Jeff Thull knows what it taer 10,000 participants per year, Jeff Thull knows what it taer 10,000 participants per year, Jeff Thull knows what it takes to succeed in business and fulfill the value promise. Askes to succeed in business and fulfill the value promise. Askes to succeed in business and fulfill the value promise. As a result, he brings an exceptional ability to promote "The a result, he brings an exceptional ability to promote "The a result, he brings an exceptional ability to promote "The Prime Solution". He is an accomplished and compelling keynotPrime Solution". He is an accomplished and compelling keynotPrime Solution". He is an accomplished and compelling keynote speaker...highly entertaining and content-driven.? He desie speaker...highly entertaining and content-driven.? He desie speaker...highly entertaining and content-driven.? He designs programs to bring about long-term change. He knows that gns programs to bring about long-term change. He knows that gns programs to bring about long-term change. He knows that motivation without education leads to frustration. For the pmotivation without education leads to frustration. For the pmotivation without education leads to frustration. For the past 20 years he has delivered over 2,500 speeches and seminaast 20 years he has delivered over 2,500 speeches and seminaast 20 years he has delivered over 2,500 speeches and seminars to sales and management teams around the world with audiers to sales and management teams around the world with audiers to sales and management teams around the world with audiences ranging from 20 to 2,000 participants. His programs havnces ranging from 20 to 2,000 participants. His programs havnces ranging from 20 to 2,000 participants. His programs have been tested and proven in his own companies and by the fine been tested and proven in his own companies and by the fine been tested and proven in his own companies and by the finest national and international sales and marketing organizatest national and international sales and marketing organizatest national and international sales and marketing organizations across a broad range of industries. He counts among hisions across a broad range of industries. He counts among hisions across a broad range of industries. He counts among his clients household names like 3M, Microsoft, Sun Microsystem clients household names like 3M, Microsoft, Sun Microsystem clients household names like 3M, Microsoft, Sun Microsystems, IBM, Citicorp, Rand McNally, and Philips Electronics as ws, IBM, Citicorp, Rand McNally, and Philips Electronics as ws, IBM, Citicorp, Rand McNally, and Philips Electronics as well as many fast-track, growth-oriented start-up companies. ell as many fast-track, growth-oriented start-up companies. ell as many fast-track, growth-oriented start-up companies. A more complete client list is attached. A more complete client list is attached. A more complete client list is attached.
 
Published May 2, 2008 by Wiley. 274 pages
Genres: Business & Economics. Non-fiction

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