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Exceptional Selling, by Jeff Thull

 
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Description
 
For the Most Important Conversations You Can Have!

Exceptional Selling is driven by street-level straight-talk about the one-on-one skills that professionals need to succeed. In this compelling book, Jeff Thull challenges conventional thinking and gets down to the key ingredients – the “magic sauce” that combines a powerful communication mindset, exceptional skills and winning disciplines distilled from the best of the best. You will get the edge that will enable you to succeed –to set yourself apart from your 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 conversations – what top sales professionals talk about with their customers and how they say it. Successful communication resides right here at the intersection of content and delivery, substance and style. It is your key to privileged access and privileged insight.

Exceptional Selling is a step-by-step guide to the most critical conversations you must have to win the high stakes sale and build powerful relationships. Starting with the crucial “first call,” to set the stage, the critically important C-Suite “executive conversations” to build your credibility, and the inescapable “financial conversations” to 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.

Exceptional Selling 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 success – limited access, ambiguous words, objections, and cutthroat negotiations – melt away.

If you want to set yourself apart, connect with your customers, raise the bar for your competition and Win in High Stakes Sales, Exceptional Selling is the book that will take you there.

From “First Calls” to the “C-Suite” Plus Everything In-Between

Powerful one-to-one conversations magnificently orchestrated in a straight-talk book!

Reviews for the book, Exceptional Selling

Profound
Tom Peters, Author of Re-imagine! Business Excellence in a Disruptive Age

“I am a Jeff Thull fan. In Exceptional Selling he zeros in on the key ingredient of sales of any sort: intimate mental and emotional connection with the customer--which leads to deep understanding, a successful sale and its successful implementation. I call this 'connection bit' the 'missing 98 percent' of the selling process, over looked by most sales trainers and salespersons alike. Jeff's book has something profound to teach each of us, regardless of profession, from the pizza parlor to the pulpit, starting with me!"


Leading Edge Thinking
Guenter Lauber, Vice President, Siemens Energy and Automation, Inc. EA Systems

“Jeff Thull’s leading edge thinking makes this book revolutionary, yet it is a straight forward guide to communicating across all cultures with credibility and respect. It will give you a significant competitive advantage in a complex and crowded global marketplace.”


Most Important Books Ever Written
Rob Mancusco, Senior Vice President, Investors Financial

“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, communicate with great clarity and position your solution as the most compelling choice for the long term.”


Collaborative Sales to New Heights…Priceless
(CS) Tay Chong Siew, Major Customer Director, North Asia, BOC Gases

“Jeff Thull has taken consultative and collaborative sales to new heights. The knowledge contained in this book is priceless. The trust and respect that is created by the diagnostic process is a must have for success here in Asia and around the globe. It has enabled us to stand apart from our competitors early and achieve long lasting success.”


I Highly Recommend
Gary Robbins, Partner / Vice President, Frost & Sullivan

“Get your post-its ready! From the very first chapter, I found myself tagging pages so I could present and put into practice the dozens of actionable takeaways. I highly recommend this book for any consultative sales team looking to make their product stand apart from the competition.”


Self-Sabotage… That’s Only the First Chapter
Steven Rodriguez, Senior Vice President, Ceridian Corporation

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 the first chapter – throughout the rest of the book, Jeff describes compelling examples of how to succeed in a complex and cluttered marketplace.”

Precise Communication Skills
Pierre Gatignol, President & CEO, GL Trade

“To serve the global financial community with enterprise software solutions requires exceptional credibility and precise communication skills. Exceptional Selling is a great guide on how to do exactly that. Read it, follow it and enjoy your success!”


Essential Read…in a Global and Complex World
Wayne Hutchinson, VP Sales, Marketing and Consulting, Shell Global Solutions B.V.

“Jeff Thull has again extended his concepts and thinking developed in The Prime Solution and Mastering the Complex Sale. This is an essential read for anyone working to understand his customers in a global and complex world. The book also confirms these concepts work in any business or sales channel.”


Powerful Framework
Richard G. Averitt III, Chairman and CEO, Raymond James Financial Services

Exceptional Selling is a comprehensive and powerful framework for building strong relationships based on integrity and trust. Just as he has done for our financial advisors, Jeff Thull shows you how to communicate with confidence and create exceptional value for both you and your customers.”


Gain Access and Establish Relevancy
Chris Capdevilla, CEO, LogicalApps

“As a CEO, I’d highly recommend this book as a guide on executive and financial level conversations. Jeff shows you how to gain access and establish relevancy and credibility with people that hold the power and make the decisions. It’s without a doubt the best way to step out of the crowd and connect with executives.”

You Must Read Jeff Thull’s Books
Frank Toffoloni, U.S. Director of Sales, Diagnostica Stago Inc.

“If you want to be an exceptional communicator, you must read Jeff Thull’s books. Exceptional Selling is a complete no nonsense approach to sales – how to get in, how to connect and how to win! It conveys a vital message: Open, honest and straight forward communication is the shortest path to long term success.”

Techniques That Work
Peter Muldowney, Chairman Specialty Materials Division, Morgan Crucible Co. PLC – Retired

“Jeff has been sharpening the skills of my sales organizations over the past 20 years. His latest book Exceptional Selling keeps him out front with sensible techniques that work. Top sales producers will quickly recognize how to improve their results; Rookies will find the finest roadmap to success in the selling profession.”

It's finally here…for those of us in the sales trenches each and every day.
David B. Patchen, Regional Vice President, Raymond James Financial Services, Inc.

“It's finally here - a word for word, step by step guide from Jeff Thull for those of us in the sales trenches each and every day. I have worked with Jeff and Prime Resource Group for over 10 years and have literally begged Jeff to put all of his best strategies in a single resource. Exceptional Selling is that resource. Jeff's past two books were wonderful, especially from a macro senior management perspective, but this book contains the "keys to the kingdom" that the true "prime resource" in any sales profession is looking for. I look forward to using this as a tool to help our team take results to a new level.”

Significant Counter Tactic to the Intense "Commoditization”
Bruce S. Moloznik, Vice President of Global Marketing, Cookson Electronics Assembly Materials

“Exceptional Selling clearly articulates the skills and habits that hold back many sales professionals from maximizing their potential impact. Jeff provides tangible and specific techniques that you can start to implement immediately that will truly differentiate yourself in the eyes of your customer. Additionally, the Exceptional Selling message translates well into the sphere of marketing communications and provides a significant counter tactic to the intense "commoditization" being experienced in our crowded market space.”


Sets a New Benchmark for Competitive Differentiation
Nat Geissel, President, DMS Health Technologies

“Exceptional Selling is the masterful continuation of Mastering the Complex Sale and The Prime Solution. At a time when we’re all searching for new ways to leverage our strengths, Jeff’s “taking it to the street” wisdom redefines communication strategies and sets a new benchmark for competitive differentiation. This book will dramatically shift your thinking and show you precisely how to achieve lucrative sales results.”

Street Level Guide
Brooks Hoff, Western Regional Sales Manager, Fluke Corporation

“Jeff Thull has assembled a real street level guide that uncovers how true value is recognized, assembled, and realized. If you are a sales manager, and your team is not having the kind of conversations outlined in this book, your sales opportunities will most likely be lost to someone who is....”

Promises Higher Close Rates
Guy R. Manuel, President, Transcontinental Printing, Marketing Products & Services

“Jeff brings clarity to the sales process through his discovery and diagnostic method that promises higher close rates and helps you convey, in cooperation with your clients, relevance and credibility to solving their problems. We're all looking for that differentiation factor and Jeff shows you the way to gain new levels of respect and credibility from your clients that you may not have experienced in the past.”


Powerful, Applicable Tool in the Complex World of Sales
Kerry Gilger, President and CEO, FYI Corporation

“Jeff Thull has done it again with Exceptional Selling – he truly provides a fresh and innovative perspective to the art of sales. By using logical and practical conversation examples throughout the book, Thull identifies and conquers common sales traps and defines successful keys to breaking down communication barriers. Geared towards the individual sales professional, Exceptional Selling is a powerful, applicable tool in the complex world of sales, and is a must-have in the library of any sales executive.”

Quarterback a Complex Sale
Chris Ostrander, General Manager, Eaton Corporation

“Exceptional Selling is a tremendous learning tool for sales professionals. Jeff's done a great job expanding on the diagnostic selling concepts from his previous books by emphasizing the amplified role required of a sales person to quarterback a complex sale -- both externally and internally.”

Effectively Engage at Senior Executive Levels
Ian Galliard, Global Manager, Sales Development, Shell Global Solutions International BV.

“The Diagnostic Selling methods in Exceptional Selling represent a step change from consultative sales in working collaboratively with clients to jointly understand and address the needs for complex business performance solutions. They give commercial staff the skills, discipline and confidence to effectively engage at senior executive levels in client organisations to create and capture increased business value.”


Effective Communication for Solving any Complex Problem
John Hines, Ph.D., Georgia-Pacific Resins

“While reading Jeff Thull's Exceptional Selling, I was struck with the thought that this book not only teaches an exceptional sales process but shows how a healthy mindset provides the foundation for effective communication for solving any complex problem. If you have watched helplessly as disapproving purchasing agents, onerous requests for proposal, and uncommunicative customers continually commoditize your business, Jeff’s exceptional book will give you a solid path to building a healthy mindset for effective communication and a powerful “non-sales” sales process for creating true value, both for you and your customers.”


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