Exceptional Selling: How the Best Connect and Win in High Stakes Sales

by Jeff Thull

Praise for Exceptional Selling "Thull's leading-edge thinking makes this book extraordinary. This straightforward guide to communicating across all cultures with credibility and respect will give you a significant competitive advantage in a complex and crowded global marketplace."
―Guenter Lauber, Vice President, Siemens Energy & Automation, Inc., EA Systems "Exceptional Selling may be one of the most important books written on sales and marketing communications for high stakes sales. It shows you how to stand apart from your competition, communicate with great clarity, and position your solution as the most compelling choice for the long term."
―Rob Mancuso, Senior Vice President, Investors Financial Services Corp. "Thull has taken consultative and collaborative sales to new heights. The knowledge in this book is priceless. The trust and respect created by the diagnostic process is a must-have for success here in Asia and around the globe. It enables us to differentiate ourselves early and achieve long-lasting success."
―Tay Chong Siew, Major Customer Director, North Asia, BOC Gases "Having achieved exceptional success by working with Thull and implementing the strategy and process in his first two books, I'm astounded that his leading-edge thinking is captured in yet more detail in another brilliant book. The conversation examples of his powerful diagnostic approach will bring even greater success to our organization. Truly exceptional!"
―Alberto Chacin, Director of On Demand Services LAD, Oracle USA "Exceptional Selling is a dramatic departure from the vast majority of sales books. It scares me to see all the ways in which we can self-sabotage our sales opportunities-but that's only chapter one. Throughout the book, Thull describes compelling examples of how to succeed in a cluttered marketplace."
―Steven Rodriguez, Senior Vice President, Ceridian Corporation "Thull has again extended the concepts and thinking he developed in The Prime Solution and Mastering the Complex Sale. This is an essential read for anyone working to understand his customers in a complex world."
―Wayne Hutchinson, Vice President of SalesMarketing and Consulting, Shell Global Solutions International B.V.

Genres: Business

272 pages, Hardcover

First published August 1, 2006

Reviews

[Nate Desmond]

Take more of an adviser role and help the customer rather than just trying to get money.

[Laurentiu]

Extremely actual book, in a world full of AI and Automation

Yes, this is more for B2B sales of higher value (complex sales), but the principles are so good and applicable in any B2B sales. I've been doing B2B sale for more than 20 years and I was looking for something new, a new approach to sales taht would refresh a bit my world. And I think I've found this in this book and the other books from Jeff Thull.

[Paul McClellan]

Complex sales have always had their significant challenges, and when you enter that world with a sales background, there are many traps you can fall into. This book accurately and vividly outlines how to navigate that terrain, and leaves the reader feeling confident in the process needed to survive and thrive in the complex sales environment.

[Sharon Markowitz]

Sales GTM that engages customers in conversation versus traditional selling that delivers answers to questions never asked via presentation.

Great for companies shifting from transactional to relationship sales and fewer deals at larger deal sizes.

[Robert Hayward]

Exceptional book on the Trusted Advisor approach

Well written - practical examples sprinkled with homour - covered a ramge of industries in the case studies - dealt with common objections to this approach well.

[Thomas Walker]

Should be on the shelf in ever salesman's library. You can throw out all the other books on selling for they have expired in their relevance due to this book. Most "how to" sales books regurgitate what has been said a thousand times and their distinction from the others is in the author's writing style. This is a good book that contains wisdom as opposed to just knowledge.

[Juank]

The sales approach suggested in the book seems to be more professional. This can be used for any professional.

[Tom Behr)]

If I had to pick one sales book to read and think about, this would be it.

[Pam Parker]

As a sales training and business development consultant, this book espouses the strategic role required to gain, grow and build lasting collaborative relationships. One if the best I've read.