Exceptional Selling: How the Best Connect and Win in High by Jeff Thull

By Jeff Thull

Compliment for extraordinary Selling"Thull's modern considering makes this booklet notable. this simple consultant to speaking throughout all cultures with credibility and recognize offers you an important aggressive virtue in a posh and crowded international marketplace."—Guenter Lauber, vp, Siemens power & Automation, Inc., EA Systems"Exceptional promoting should be essentially the most very important books written on revenues and advertising communications for top stakes revenues. It indicates you ways to face except your festival, speak with nice readability, and place your resolution because the such a lot compelling selection for the lengthy term."—Rob Mancuso, Senior vp, traders monetary companies Corp."Thull has taken consultative and collaborative revenues to new heights. the data during this publication is worthy. The belief and appreciate created by means of the diagnostic strategy is a must have for fulfillment right here in Asia and all over the world. It permits us to distinguish ourselves early and attain long-lasting success."—Tay Chong Siew, significant consumer Director, North Asia, BOC Gases"Having completed unprecedented luck by means of operating with Thull and enforcing the tactic and strategy in his first books, i am astounded that his modern pondering is captured in but extra aspect in one other significant booklet. The dialog examples of his robust diagnostic procedure will convey even higher good fortune to our association. actually exceptional!"—Alberto Chacin, Director of On call for providers LAD, Oracle USA"Exceptional promoting is a dramatic departure from nearly all of revenues books. It scares me to work out the entire ways that we will be able to self-sabotage our revenues opportunities-but that is purely bankruptcy one. in the course of the publication, Thull describes compelling examples of the way to achieve a cluttered marketplace."—Steven Rodriguez, Senior vp, Ceridian Corporation"Thull has back prolonged the innovations and considering he constructed within the top answer and studying the complicated Sale. this can be a necessary learn for a person operating to appreciate his buyers in a fancy world."—Wayne Hutchinson, vp of SalesMarketing and Consulting, Shell worldwide recommendations foreign B.V.

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Qxd 7/12/06 10 9:30 AM Page 10 “WHAT WE GOT HERE IS A FAILURE TO COMMUNICATE” stance, and our approach to our relationships with customers. ” Our conversational style has a huge impact on building credibility and trust. For years, I’ve cited a study that revealed that the number-one reason that patients change doctors was not based upon the doctor’s competence, but on the doctor’s bedside manner, that is, how well the doctor appeared to understand and respond to the patient. This is further reinforced by recent studies of malpractice lawsuits described in Malcolm Gladwell’s book, Blink (Boston, MA: Little, Brown and Company, 2005).

When a presentation answers questions that have not been asked, relevance suffers and comprehension drops dramatically. There is no incentive to retain information that appears irrelevant. Second, consider the content of a typical sales presentation. qxd 7/12/06 22 9:30 AM Page 22 “WHAT WE GOT HERE IS A FAILURE TO COMMUNICATE” entirely (80 percent or better) to describing the salesperson’s exceptional company, the robust solution, and the positive future customers will enjoy once their companies buy it.

Or even, “Actually, some of the more successful companies in your industry have already been implementing . ” As we’ll see, these problems have been a long time in the making. They come from the way our brains are wired, from what we observed as children, what we saw in watching others sell, convince, and persuade, and only slightly from what we’ve learned in our formal sales training. Another way salespeople can throw a conversation off track has to do with relevance. In Chapter 2, we’ll explore how salespeople sabotage their conversations by what they are talking about, the substance of the conversation.

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