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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
It's one of the best sales books I have read in years.
With this in mind, long-term client loyalty is much more likely than with the typical "consultative" sales approach that most salespeople use.
When what they learn is compelling enough to make them want to change and take action, they will buy (p. 10).
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 4 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 15 months ago 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 16 months ago 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 18 months ago 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 23 months ago 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
Experienced training professionals often teach that beyond learning new skills it's also critically important to assess and perfect the existing skill set of the trainee. Read morePublished on February 26, 2009 by Rebecca Clement