Enter your mobile number or email address below and we'll send you a link to download the free Kindle App. Then you can start reading Kindle books on your smartphone, tablet, or computer - no Kindle device required.
To get the free app, enter your email address or mobile phone number.
Exceptional Selling: How the Best Connect and Win in High Stakes Sales Hardcover – August 18, 2006
See the Best Books of the Month
Want to know our Editors' picks for the best books of the month? Browse Best Books of the Month, featuring our favorite new books in more than a dozen categories.
Frequently Bought Together
Customers Who Bought This Item Also Bought
Exceptional Selling's approach extols the value of Diagnostic Selling: professional involvement and emotional detachment, not confrontation and persuasion. Author Jeff Thull breaks down complex business-to-business sales with clear, step-based directions, easy to understand diagrams and charts, and case studies of successes and failures. Exceptional Selling gently prods salespeople toward corrective strategies for errors that often go undiagnosed in the chase for the deal.--Sales & Marketing Management Magazine, October 2006
Exceptional Selling focuses heavily on the actual processes of the diagnostic process Thull advocates and offers excellent advice and examples on such topics as protecting the customer’s ego during the sales cycle, learning how to develop analyses of customer needs that are credible, and (perhaps my favorite topic in the book) why you should avoid those PowerPoint presentations the industry is addicted to. --Rick Chapman, Managing Editor and Publisher of Softletter
Many salespeople believe their sales are successes or failures based on emotional connections with customers who are either too involved or too distant. Author Jeff Thull sets out to change conventional thinking. Thull advises how to deal with all stages of the sales cycle stages. He breaks down complex business-to-business sales with clear, step-based directions, easy to understand diagrams and charts, and case studies of successes and failures. Exceptional Selling gently prods salespeople toward corrective strategies for errors that often go undiagnosed in the chase for the deal. --Tali Arbel, ManageSmarter.com
More About the Author
Jeff is a compelling, entertaining and thought-provoking keynote speaker with a track record of over 3,500 speeches and seminars delivered to corporations and professional associations worldwide. His work is published in hundreds of business and trade publications
Jeff is also the author of the best-selling books Mastering the Complex Sale: How to Compete and Win When the Stakes are High, second edition, The Prime Solution: Close the Value Gap, Increase Margins, and Win the Complex Sale, and Exceptional Selling: How the Best Connect and Win in High Stakes Sales.
Top Customer Reviews
Here are some notes I took while reading this book that might be helpful to you:
Every salesperson must understand the customer's world. This is done by not only being a good listener, but by understanding the client's meaning system--the whole set of assumptions, experiences, values, and beliefs that create the context for their perceptions, judgments, and decisions. Before we can listen at this level, our customers have to be willing to talk to us as equals. We need to establish peer-to-peer relationships with them. How can this be done when everyone is competing for their attention? According to the author, establishing a mind-set of mutual respect is the secret to walking this fine line. We have to assume that our customers are experts in their businesses and, furthermore, that they know their own organizations far better than any outsider ever will. We don't have to insult customers by telling them everything we think they don't know (p. xiii-xiv).
In the rush to sell something, as soon as the customer mentions a problem, the salespeople start talking about how to solve it with their solution.Read more ›
But this isn't a book about building rapport as a means to closing a sale. Instead, it's an in-depth approach to winning the complex sale. Thull suggests that many of the traditional sales techniques lead to lost sales, and he offers a new way to manage the sales process.
The chapter on why no one buys a value proposition is worth the price of the book. And it's a good example of how Thull throws out conventional wisdom, while also giving us something to put in its place.
This is a well-written book, probably Thull's best one yet.
Thull carefully organizes and presents his material within three Parts. First, in Chapters 1-3, he explores the communication barriers that stand between salespeople and their customers; next, in Chapters 4-7, he guides his reader through four series of conversations that result in exceptional sales; finally, in Chapters 8 and 9, he explores how to establish exceptional credibility and cement it with the ability to overcome two of the most difficult conversational challenges in today's complex sales environment: "the urgent need to quantify value and the demand that salespeople engage with customers at the highest levels of their organizations." Over the course of nine chapters, Thull establishes and then sustains a direct and informal (i.e. conversational) rapport with his reader.Read more ›
This book will help those of you who always thought there was something fundamentally wrong with the so called "consultative selling processes" and haven't been able to understand what that might be. It clearly defines for you the things you might be doing which only reinforce the typical sales stereotype. And it gives a clear roadmap to accomplish that goal (it's always amazed me how many authors talk so academically about how the sales process should go, yet never give instruction on how-to.)
If you have the privilege of knowing Jeff personally, you know that he's a modest, down-to-earth communicator whose temperament and unassuming mindset are ideal for establishing what he calls the "atmosphere of cooperation." If you don't, you'll readily see that his writing style isn't one of "I've been there and I know", but rather one that reasons with you and gets you to question the real truths of your client communication.Read more ›
Most Recent Customer Reviews
I first heard Jeff speak twenty five years ago, when I was a fairly green B2B sales person. The job was commission only, the sales in industrial marketing technologies (I know,... Read morePublished 20 months ago by Christine M Durkin
The book has chnaged our entire approach to selling complex high-end management consulting solutions. Our entire sales team is on their second and third read through the book. Read morePublished on July 9, 2013 by Charles Williams
Easy read. Nothing new here however. Always looking for new info and reinforcement of effective techniques. This one works for that.Published on June 24, 2013 by James Simmonds
Okay content. However, the information is much like Jeff's prior book. Not much new and useable information in my opinion.Published on April 4, 2013 by Kevin Glaser
This is the weakest sales training books I have ever read. In general sales training books are enjoyable to read, positive in spirit and you take a few usable gems from them. Read morePublished on November 30, 2012 by J. Ehrke
I had low expectations going in but was very pleasantly surprised. The book presents a disciplined and very helpful approach to sales that's not found in most books. Read morePublished on May 18, 2011 by Business Reader
I found the book to be very insightful and extremely applicable my product and the market (pharmacy automation solution for Long-Term Care and Corrections). Read morePublished on September 3, 2009 by Jason M. Spears