Exceptional Selling

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Praise for Exceptional Selling "Thull's leading-edge thinking makes this book extraordinary.This straightforward guide to communicating across all cultureswith credibility and respect will give you a significantcompetitive advantage in a complex and crowded globalmarketplace." --Guenter Lauber, Vice President, Siemens Energy &Automation, Inc., EA Systems "Exceptional Selling may be one of the most important bookswritten on sales and marketing communications for high stakessales. It shows you how to stand apart from your competition,communicate with great clarity, and position your solution as themost compelling choice for the long term." --Rob Mancuso, Senior Vice President, Investors FinancialServices Corp. "Thull has taken consultative and collaborative sales to newheights. The knowledge in this book is priceless. The trust andrespect created by the diagnostic process is a must-have forsuccess here in Asia and around the globe. It enables us todifferentiate ourselves early and achieve long-lastingsuccess." --Tay Chong Siew, Major Customer Director, North Asia, BOCGases "Having achieved exceptional success by working with Thull andimplementing the strategy and process in his first two books, I'mastounded that his leading-edge thinking is captured in yet moredetail in another brilliant book. The conversation examples of hispowerful diagnostic approach will bring even greater success to ourorganization. Truly exceptional!" --Alberto Chacin, Director of On Demand Services LAD, OracleUSA "Exceptional Selling is a dramatic departure from the vastmajority of sales books. It scares me to see all the ways in whichwe can self-sabotage our sales opportunities-but that's onlychapter one. Throughout the book, Thull describes compellingexamples of how to succeed in a cluttered marketplace." --Steven Rodriguez, Senior Vice President, CeridianCorporation "Thull has again extended the concepts and thinking he developedin The Prime Solution and Mastering the Complex Sale. This is anessential read for anyone working to understand his customers in acomplex world." --Wayne Hutchinson, Vice President of SalesMarketing andConsulting, Shell Global Solutions International B.V.

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Jeff Thull

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Business & Management Marketing & Sales Marketing u. Vertrieb Verkaufen Wirtschaft u. Management

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"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 AgeIn his book Exceptional Selling, sales expert Jeff Thullshatters decades-old assumptions about B2B selling and presents anew approach that he calls Diagnostic Selling. Thull deliversstraight talk about the one-on-one skills that professionals needin order to set themselves apart, connect with their customers, andraise the bar for the competition. --CRM Magazine, October2006 Exceptional Selling's approach extols the value ofDiagnostic Selling: professional involvement and emotionaldetachment, not confrontation and persuasion. Author Jeff Thullbreaks down complex business-to-business sales with clear,step-based directions, easy to understand diagrams and charts, andcase studies of successes and failures. Exceptional Selling gentlyprods salespeople toward corrective strategies for errors thatoften go undiagnosed in the chase for the deal.--Sales &Marketing Management Magazine, October 2006 Exceptional Selling focuses heavily on the actualprocesses of the diagnostic process Thull advocates and offersexcellent advice and examples on such topics as protecting thecustomer's ego during the sales cycle, learning how todevelop analyses of customer needs that are credible, and (perhapsmy favorite topic in the book) why you should avoid thosePowerPoint presentations the industry is addicted to. --RickChapman, Managing Editor and Publisher of Softletter Many salespeople believe their sales are successes or failuresbased on emotional connections with customers who are either tooinvolved or too distant. Author Jeff Thull sets out to changeconventional thinking. Thull advises how to deal with all stages ofthe sales cycle stages. He breaks down complex business-to-businesssales with clear, step-based directions, easy to understanddiagrams and charts, and case studies of successes and failures.Exceptional Selling gently prods salespeople toward correctivestrategies for errors that often go undiagnosed in the chase forthe deal. --Tali Arbel, ManageSmarter.com
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