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Exceptional Selling: How the Best Connect and Win in High Stakes Sales Hardcover – Illustrated, August 18, 2006

4.3 out of 5 stars 51 ratings

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Editorial Reviews

Review

"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 Age

Review

In his book Exceptional Selling, sales expert Jeff Thull shatters decades-old assumptions about B2B selling and presents a new approach that he calls Diagnostic Selling. Thull delivers straight talk about the one-on-one skills that professionals need in order to set themselves apart, connect with their customers, and raise the bar for the competition. --CRM Magazine, October 2006

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


Product details

  • Publisher : Wiley; 1st edition (August 18, 2006)
  • Language : English
  • Hardcover : 272 pages
  • ISBN-10 : 0470037288
  • ISBN-13 : 978-0470037287
  • Item Weight : 1.01 pounds
  • Dimensions : 5.9 x 1.1 x 9 inches
  • Customer Reviews:
    4.3 out of 5 stars 51 ratings

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4.3 out of 5 stars
4.3 out of 5
51 global ratings
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Top reviews from the United States

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Reviewed in the United States on August 25, 2006
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Top reviews from other countries

Evgeny Boyarov
5.0 out of 5 stars Helpful way of looking at sales process
Reviewed in the United Kingdom on September 30, 2016
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BobHayward
5.0 out of 5 stars Exceptional book on the Trusted Advisor approach
Reviewed in the United Kingdom on November 17, 2019
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rchoi
3.0 out of 5 stars Three Stars
Reviewed in the United Kingdom on March 24, 2015
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J. P
5.0 out of 5 stars A must for all.
Reviewed in Germany on October 19, 2006
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