Exceptional Selling

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Exceptional Selling

Jeff Thull
Exceptional Selling Book PDF

Author : Jeff Thull
Publisher : Wiley + ORM
Page : 229 pages
File Size : 41,8 Mb
Release : 2010-12-15
Category : Business & Economics
ISBN : 9781118038888

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Exceptional Selling by Jeff Thull Pdf

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 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.

Summary: Exceptional Selling

BusinessNews Publishing
Summary Exceptional Selling Book PDF

Author : BusinessNews Publishing
Publisher : Primento
Page : 10 pages
File Size : 43,9 Mb
Release : 2013-02-15
Category : Business & Economics
ISBN : 9782806242648

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Summary: Exceptional Selling by BusinessNews Publishing Pdf

The must-read summary of Jeff Thull's book: "Exceptional Selling: How the Best Connect and Win in High Stakes Sales". This complete summary of the ideas from Jeff Thull's book "Exceptional Selling" shows that the days of using canned or memorised sales pitches to make complex sales are now well and truly gone. Instead, you need to be having genuine and authentic conversations with your customers. This summary shows that becoming a successful communicator lies at the very heart of success in making complex sales. This is more than being a good conversationalist – you need to engage in diagnostic discussions where the customer’s actual problems are discussed in detail, a unique rather than a simplistic solution is suggested and customers become anchored in the solution you are proposing. Added-value of this summary: • Save time • Understand key concepts • Increase your business knowledge To learn more, read "Exceptional Selling" and discover valuable tips and tricks to become more successful in making complex sales.

The Psychology of Selling

Brian Tracy
The Psychology of Selling Book PDF

Author : Brian Tracy
Publisher : Thomas Nelson Inc
Page : 240 pages
File Size : 54,9 Mb
Release : 2006-06-20
Category : Selling
ISBN : 9780785288060

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The Psychology of Selling by Brian Tracy Pdf

Double and triple your sales--in any market. The purpose of this book is to give you a series of ideas, methods, strategies, and techniques that you can use immediately to make more sales, faster and easier than ever before. It's a promise of prosperity that sales guru Brian Tracy has seen fulfilled again and again. More sales people have become millionaires as a result of listening to and applying his ideas than from any other sales training process ever developed.

8 Keys to Exceptional Selling

Rodriguez Mike
8 Keys to Exceptional Selling Book PDF

Author : Rodriguez Mike
Publisher : Unknown
Page : 160 pages
File Size : 47,6 Mb
Release : 2014-09-07
Category : Business & Economics
ISBN : 0990600106

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8 Keys to Exceptional Selling by Rodriguez Mike Pdf

With over two decades of corporate sales experience, Mike Rodriguez, a Ziglar, Inc Professional Speaker, Sales Strategist and Master Trainer, shares a deep dive into the 8 Key sales strategies that will change your sales performance, when you internalize them. These strategies are presented to help you to become the sales professional that you were meant to be and that your clients expect. Mike teaches sales people to shift their mindset from being "quota centric" to focusing on the client and solutions for their core needs, so they can improve their performance. The "8 Keys" apply to all sales professionals, regardless of your specialty or industry.

The Secrets of Success in Selling

Nicola Cook
The Secrets of Success in Selling Book PDF

Author : Nicola Cook
Publisher : Pearson UK
Page : 150 pages
File Size : 49,9 Mb
Release : 2012-08-21
Category : Business & Economics
ISBN : 9780273745242

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The Secrets of Success in Selling by Nicola Cook Pdf

Do you want to be an ordinary or extraordinary sales professional? These are real secrets. Pearls of wisdom learnt through years of successful selling. The Secrets of Success in Selling holds the key that will unlock your sales success, allowing you to: • Improve your results • Communicate more effectively • Build stronger customer relationships • Create long-term rewards for you, your business, your team and your clients. Divided into 3 Parts, it provides a simple step-by-step approach to improving your selling ability by focusing on yourself, your sales skills and your sales strategy. This book will ensure that you achieve the maximum results and make a real difference to your sales performance.

Mastering the Complex Sale

Jeff Thull
Mastering the Complex Sale Book PDF

Author : Jeff Thull
Publisher : John Wiley and Sons
Page : 311 pages
File Size : 54,9 Mb
Release : 2010-03-10
Category : Business & Economics
ISBN : 9780470632598

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Mastering the Complex Sale by Jeff Thull Pdf

Praise for Mastering the Complex Sale "Jeff Thull's process plays a key role in helping companies and their customers cross the chasm with disruptive innovations and succeed with game-changing initiatives." —Geoffrey A. Moore, author of Crossing the Chasm and Dealing with Darwin "This is the first book that lays out a solid method for selling cross-company, cross-border, even cross-culturally where you have multiple decision makers with multiple agendas. This is far more than a 'selling process'—it is a survival guide—a truly outstanding approach to bringing all the pieces of the puzzle together." —Ed Daniels, EVP, Shell Global Solutions Downstream, President, CRI/Criterion, Inc. "Mastering the Complex Sale brilliantly sets up value from the customer's perspective. A must-read for all those who are managing multinational business teams in a complex and highly competitive environment." —Samik Mukherjee, Vice President, Onshore Business, Technip "Customers need to know the value they will receive and how they will receive it. Thull's insights into the complex sale and how to clarify and quantify this value are remarkable—Mastering the Complex Sale will be required reading for years to come!" —Lee Tschanz, Vice President, North American Sales, Rockwell Automation "Jeff Thull is winning the war against commoditization. In his world, value trumps price and commoditization isn't a given, it's a choice. This is a proven alternative to the price-driven sale. We've spoken to his clients. This stuff really works, folks." —Dave Stein, CEO and Founder, ES Research Group, Inc. "Our business depends on delivering breakthrough thinking to our executive clients. Jeff Thull has significantly redefined sales and marketing strategies that clearly connect to our global audience. Read it, act on it, and take your results to exceptional levels." —Sven Kroneberg, President, Seminarium Internacional "Jeff's main thesis—that professional customer guidance is the key to success—rings true in every global market today. Mastering the Complex Sale is the essential read for any organization looking to transform their business for long-term, value-driven growth." —Jon T. Lindekugel, President, 3M Health Information Systems, Inc. "Jeff Thull has re-engineered the conventional sales process to create predictable and profitable growth in today's competitive marketplace. It's no longer about selling; it's about guiding quality decisions and creating collaborative value. This is one of those rare books that will make a difference." —Carol Pudnos, Executive director, Healthcare Industry, Dow Corning Corporation

The Exceptional Sales Career

Jamie Hamer
The Exceptional Sales Career Book PDF

Author : Jamie Hamer
Publisher : Unknown
Page : 0 pages
File Size : 48,6 Mb
Release : 2021
Category : Business & Economics
ISBN : 1781334978

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The Exceptional Sales Career by Jamie Hamer Pdf

Bringing together insights from industry leaders, the 100 lessons in The Exceptional Sales Career offer a complete guide to the who, why, where, when, what and how of sales.

Exceptional

Daniel M. Cable
Exceptional Book PDF

Author : Daniel M. Cable
Publisher : Chronicle Books
Page : 250 pages
File Size : 49,7 Mb
Release : 2020-09-22
Category : Psychology
ISBN : 9781797201559

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Exceptional by Daniel M. Cable Pdf

"A bold new approach to improving your performance and deepening your purpose." —DANIEL H. PINK, #1 New York Times bestselling author of Drive, When, and To Sell Is Human A Three-Step Process to Access and Activate Your Full Potential Imagine switching on the television to see a highlight reel of the best moments from your life. Like a professional athlete, with every clip you'd learn how to repeat past successes, pinpoint positive blind spots, and build confidence in your skills. In Exceptional, London Business School professor and expert social scientist Daniel M. Cable reveals how building your own personal highlight reel—a collection of positive memories about yourself from your network—is key to accessing your potential. Using the latest science and proven research behind best-self activation, his three-step process will help you improve your life by: • Focusing on what you do best • Crafting a life around your strengths • Increasing your confidence and resilience Cable has worked with tens of thousands of people to create their highlight reels and make the most of their gifts. The three-step process ultimately reveals how living up to your full potential can improve the relationships you value most and transform your mindset to one of possibility. Each of us can bring forth a version of ourself that is uniquely outstanding. It's a version of ourself that already exists—all we have to do is access it. • A practical book on how to create one's own human highlight reel, and then use that highlight reel to direct one to success, growth, happiness, and fulfillment in work and life based on scientific results • Great for readers interested in achieving self-improvement and a sense of purpose. • You'll love this book if you love books like Mindset: The New Psychology of Success by Carol S. Dweck, Presence: Bringing Your Boldest Self to Your Biggest Challenges by Amy Cuddy, and The Power of Habit: Why We Do What We Do in Life and Business by Charles Duhigg. Digital audio edition read by the author.

No B.S. Sales Success In The New Economy

Dan S. Kennedy
No B S Sales Success In The New Economy Book PDF

Author : Dan S. Kennedy
Publisher : Entrepreneur Press
Page : 262 pages
File Size : 55,6 Mb
Release : 2010-01-01
Category : Business & Economics
ISBN : 9781613080016

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No B.S. Sales Success In The New Economy by Dan S. Kennedy Pdf

In The New Economy, only a select few will gain and keep membership in the elite sales fraternity enjoying the top incomes, the greatest security, the most independence and power, and the highest status. And, who better to show you how to get in than “Millionaire Maker” Dan Kennedy? Kennedy covers: • Adapting to The New Economy Consumer • How to STOP PROSPECTING Once And For All—and why you must • Put the awesome power of TAKEAWAY SELLING to work—in any environment • If you’re in a commodity business, get out!—how to Re-Position, escape commoditization, and safeguard price and profits in the heightened competition of The New Economy • The One Thing to do, to leverage The New Economy’s “Chaos of Choices” to your benefit • How Dumb Salespeople Work 10X Harder Than Necessary, by under-utilizing this one tool • The 6-Step No BS Sales Process: finally, a reliable system you can stick with! • 6 Ways Sales Professionals Sabotage Themselves • BS that Sales Managers shovel onto salespeople—beware! • How to switch from One-to-One to One-to-Many with Technical Tools • 8 Steps to getting past any “No” • How to CREATE TRUST (FAST) in the trust-damaged, post-recession world

Selling Value

Don Hutson
Selling Value Book PDF

Author : Don Hutson
Publisher : Greenleaf Book Group
Page : 192 pages
File Size : 43,6 Mb
Release : 2015-03-03
Category : Business & Economics
ISBN : 9780692401125

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Selling Value by Don Hutson Pdf

SELLING VALUE is 305 pages of solid content to help you out perform your competition while keeping your customers happy. It is presented in four parts: Mastering the Head Game; Your Blueprint for Sales Success; Understanding Your Customer; and Securing and Growing the Business; The fifteen chapters outline the most critical content for exceptional sales results in a competitive environment. One premise set forth is that the most important definition of value is your prospect’s definition! If properly queried, ten prospects might well give you ten different answers and to what they value most. With exceptional skills of differentiating and adapting the value elements of your deliverables, you can hit the mark for all ten of them! From the important basics in Part I to the advanced selling skills in Part IV, you will gain many ideas from this content-rich work on the skill of SELLING VALUE for greater successds!

Elite Execution

Jason Elmore
Elite Execution Book PDF

Author : Jason Elmore
Publisher : Dog Ear Publishing
Page : 204 pages
File Size : 45,9 Mb
Release : 2017-07-14
Category : Business & Economics
ISBN : 9781457554469

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Elite Execution by Jason Elmore Pdf

Description Elite Execution: Disciplines & Insights for Extraordinary Salespeople was written for experienced professionals. Jason Elmore shares practical action items and insightful concepts that have been compiled and tested during a sales career that spanned the globe, from B2B to Med Device, and resulted in top performance and accolades. These tools and approaches were recognized as being so critical to success that Jason was awarded the opportunity to build and execute new hire sales training at one of the fastest growing divisions of the world’s largest healthcare company where he reduced average time to hit quota for new hires 50%. Jason specializes in introducing disruptive technology to surgeons and the healthcare market. We all know selling isn’t easy...and surgeons are some of the toughest customers. Surgeons outrank their sales representatives in just about every measure: experience, education, and income. Additionally, a surgeon’s decision to try something new can have life changing risks and benefits to patients. Combine all of that with the increasing financial pressures in healthcare, increasing regulation, multiple deal-killing, stakeholders in the system, and you have a recipe for what is perhaps the most complex sales environment today. Bottom line: WHAT WORKS HERE...WILL WORK ANYWHERE. www.eliteexecutionsales.com As you begin to learn from Jason’s proven experience, you will be exploring many critical concepts and disciplines: ● Articulate insights, manipulate variables, replicate success, translate it to others, and sustain your success. ● Ask the right questions without asking too many ● Re-think roleplays to become a leader among your peers ● Diagram and diagnose broken sales calls and capture the keys to successful sales calls ● Find a sales job that matches your skills and experience ● Understand what motivates elite sales reps to achieve the exceptional ● Understand “walk-away power” ● And more… Go beyond earning a high income to become absolutely invaluable to your organization. Know what works and feel confident about maximizing your current opportunity, taking the next opportunity, or moving up into leadership in the next role. Learn the sales disciplines and insights that lead to Elite Execution.

World-Class Selling

Brian W . Lambert
World Class Selling Book PDF

Author : Brian W . Lambert
Publisher : Association for Talent Development
Page : 353 pages
File Size : 42,7 Mb
Release : 2009-06-01
Category : Reference
ISBN : 9781607282600

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World-Class Selling by Brian W . Lambert Pdf

World-Class Selling delivers the latest research-based criteria for sales teams interested in selling more effectively against an ever-changing business environment. Sales leaders can use this title as a foundation to build or reorganize sales processes and sales people. Professionals (employees or consultants) working with or within the sales organization who have influence on the structure, processes, policies, and culture of the sales team and the sales and service culture of the organization will find this book an invaluable resource. Included in the text is the data-driven documentation needed to properly and confidently position sales resources and operations to achieve greater results.

The Soul of Selling

Carol Costello
The Soul of Selling Book PDF

Author : Carol Costello
Publisher : Unknown
Page : 234 pages
File Size : 54,7 Mb
Release : 2018-09
Category : Business & Economics
ISBN : 0983683778

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The Soul of Selling by Carol Costello Pdf

What if you could guarantee the exact sales results you wanted, every time, and also know that you were serving each person with whom you spoke-whether or not they bought? What if you started getting genuine pleasure from selling, and even relaxed into doing it with ease?The Soul of Selling takes the guesswork out of results, and the stress out of selling. Six simple, powerful steps help you get outstanding sales results with honor and integrity, energized and inspired as you contribute your product, service, or idea to the world.This method is for professional salespeople, entrepreneurs, first-time sellers, small business owners, bake sale chairs, fundraisers, multi-level marketers, coaches, community leaders, people who vowed they would never "sell," and anyone who wants to present themselves with mastery, grace, and skill. We all sell, whether we're cutting billion-dollar deals, launching a small business, or getting our kids to eat their broccoli. Life is a lot easier when we're confident that we are doing good and when we think of selling not as pushing or manipulating-but as offering people something we value in such a clear and inviting way that they see its merits and get on board.Carol Costello developed the breakthrough Soul of Selling method over 30 years of creating sustainable success for multiple companies. She is now a motivational speaker who inspires people to produce extraordinary sales results with joy, meaning, and ease.

The Science of Selling

David Hoffeld
The Science of Selling Book PDF

Author : David Hoffeld
Publisher : Penguin
Page : 288 pages
File Size : 41,7 Mb
Release : 2016-11-15
Category : Business & Economics
ISBN : 9781101993187

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The Science of Selling by David Hoffeld Pdf

The Revolutionary Sales Approach Scientifically Proven to Dramatically Improve Your Sales and Business Success Blending cutting-edge research in social psychology, neuroscience, and behavioral economics, The Science of Selling shows you how to align the way you sell with how our brains naturally form buying decisions, dramatically increasing your ability to earn more sales. Unlike other sales books, which primarily rely on anecdotal evidence and unproven advice, Hoffeld’s evidence-based approach connects the dots between science and situations salespeople and business leaders face every day to help you consistently succeed, including proven ways to: - Engage buyers’ emotions to increase their receptiveness to you and your ideas - Ask questions that line up with how the brain discloses information - Lock in the incremental commitments that lead to a sale - Create positive influence and reduce the sway of competitors - Discover the underlying causes of objections and neutralize them - Guide buyers through the necessary mental steps to make purchasing decisions Packed with advice and anecdotes, The Science of Selling is an essential resource for anyone looking to succeed in today's cutthroat selling environment, advance their business goals, or boost their ability to influence others. **Named one of The 20 Most Highly-Rated Sales Books of All Time by HubSpot

Let's Get Real or Let's Not Play

Mahan Khalsa,Randy Illig
Let s Get Real or Let s Not Play Book PDF

Author : Mahan Khalsa,Randy Illig
Publisher : Penguin
Page : 296 pages
File Size : 53,7 Mb
Release : 2008-10-30
Category : Business & Economics
ISBN : 9781440632914

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Let's Get Real or Let's Not Play by Mahan Khalsa,Randy Illig Pdf

The new way to transform a sales culture with clarity, authenticity, and emotional intelligence. Too often, the sales process is all about fear. Customers are afraid that they will be talked into making a mistake; salespeople dread being unable to close the deal and make their quotas. No one is happy. Mahan Khalsa and Randy Illig offer a better way. Salespeople, they argue, do best when they focus 100 percent on helping clients succeed. When customers are successful, both buyer and seller win. When they aren't, both lose. It's no longer sufficient to get clients to buy; a salesperson must also help the client reduce costs, increase revenues, and improve productivity, quality, and customer satisfaction. This book shares the unique FranklinCovey Sales Performance Group methodology that will help readers: · Start new business from scratch in a way both salespeople and clients can feel good about · Ask hard questions in a soft way · Close the deal by opening minds