Exceptional Selling

How the Best Connect and Win in High Stakes Sales

Jeff Thull

240 pages, parution le 18/08/2006

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Résumé

Six million people work in the fast-paced world of business-to-business or complex sales. The most difficult job they face is the task of creating and communicating the value of their products and services and connecting one-on-one with the customer. When it works, a salesperson combines the right mindset with the right content to create exceptional conversations that create increased clarity, credibility, and trust--and, of course, increased sales.

Exceptional Selling is a practical guide to sales success that shows sales professionals how to avoid the many traps of self-sabotage brought about by pressure and traditional sales approaches. It shows sales professionals how to create a different kind of relationship with the customer and use powerful diagnostic principles to reframe the typical sales conversation into open, honest, and straightforward communication.

Author Jeff Thull is the first person to apply these diagnostic principles to complex sales. In Exceptional Selling, he introduces these powerful principles to give salespeople the ability to create more effective and insightful conversations with buyers. These skills will knock down the barriers to sales success, help salespeople accurately and honestly sell the value of their product or service, and turn the normally antagonistic interaction between salesperson and customer into one of cooperation and mutual respect.

Sommaire

Foreword
Preface
Acknowledgments
What We Got Here Is a Failure to Communicate
Taking It to the Street
Breaking Away with Exceptional Credibility
Epilogue
Index

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Caractéristiques techniques

	PAPIER
Éditeur(s)	Wiley
Auteur(s)	Jeff Thull
Parution	18/08/2006
Nb. de pages	240
Format	15,5 x 23,5
Couverture	Relié
Poids	463g
Intérieur	Noir et Blanc
EAN13	9780470037287
ISBN13	978-0-470-03728-7