The second edition and highlyrevised bestselling book, mastering the complex. This straightforward guide to communicating across all cultures with. Exceptional selling is a complete no nonsense approach to sales how to get in, how to connect and how to win. Exceptional selling, by jeff thull prime resource group. Jeff thulls process plays a key role in helping companies and their customers cross the. It states that financial quantification of a prospects problem must be at least double the cost of your solution. This is the first book to apply powerful diagnostic principles directly to sales. Jeff thull is a leadingedge strategist and valued advisor for executive teams worldwide. Continuing to evolve the breakthrough thinking of his bestselling classic mastering the complex sale, in this new edition jeff thull once again pushes the envelope to give professionals from individuals struggling with their first call, to senior executives trying to figure out why their value strategy is falling short a comprehensive. The trust and respect created by the diagnostic process is a musthave for success here in asia and around the globe.
Jeff is a compelling, entertaining and thoughtprovoking keynote speaker with a track record of over 3,500 keynotes and seminars delivered to corporations and professional associations worldwide. He is the author of the best selling books mast e ring th e compl e x sal e. Jeff thull is the author of mastering the complex sale 3. It scares me to see all the ways in which we can selfsabotage our sales opportunitiesbut thats only chapter one. Dave kurlan our gazelles strategic partner atobjective management groupidentified the rule of ratio in his book baseline selling. Jeff thull books list of books by author jeff thull. As president and ceo of prime resource group and author of three bestselling books, he has designed and implemented business transformation and professional development programs for companies including shell, 3m, intel, hp, tyco, siemens, boston scientific, and abbott, as. Why diagnostic conversations are the optimal source of differentiation.
Developing sales professionals in todays complex selling. An interview with jeff thull, author of mastering the complex sale, part ii of ii. Mastering the complex sale is the essential read for any organization looking to transform their business for longterm, valuedriven growth. The whole diagnostic business development system is sort of. It shows you how to create a customer engagement in. Throughout the book, thull describes compelling examples of how to succeed in a cluttered marketplace.
Jeff thulls process plays a key role in helping companies and their customers. You must read jeff thulls books frank toffoloni, u. Exceptional selling features streetlevel straighttalk about the oneonone skills that professionals need to succeed. It presents the prime processa diagnostic, customercentered approach that clearly sets you apart from your competition and positions you with respect and credibility as a valued and trusted advisor.
In his book exceptional selling, sales expert jeff thull shatters decadesold assumptions about b2b selling and presents a new approach that he calls diagnostic selling. Praise for exceptional sellingthulls leadingedge thinking makes this book extraordinary. Prime resource groups customized diagnostic business development. Jeff thull has reengineered the conventional sales process to create predictable and profitable growth in todays competitive.
How the best connect and win in high stakes sales ebook. As president and ceo of prime resource group, he has designed and implemented business transformation and professional development programs for companies including shell, 3m, microsoft, siemens, boston scientific, ibm, raymond james, hp and georgiapacific, as well as many fast track. As president and ceo of prime resource group, he has designed and implemented business transformation and professional development programs for companies like shell, 3m, microsoft, siemens, citicorp, ibm, raymond james, and georgiapacific, as well as many fast. Praise for exceptional selling thulls leadingedge thinking makes this book extraordinary. Jeff thull, a leadingedge strategist and business advisor for major companies worldwide, will give you the tools you need to sell smarter in this challenging and complicated world.
This complete summary of the ideas from jeff thulls book exceptional selling shows that the days of using canned or memorised sales pitches to make complex sales are now well and truly gone. Exceptional sellings approach extols the value of diagnostic selling. Mastering the complex sale second edition, by jeff thull. Jeff thull has reengineered the conventional sales process to create predictable and profitable growth in todays competitive marketplace. The marketing group should be developing the diagnostic materials and tools needed to support the sales force.
Jeff thull, bestselling author, president and ceo, prime resource group. Thulls diagnostic sales process is the latest refinement of the consultative sales model, which has its roots in classic works on selling, such as dale carnegies how to win friends and influence people and neil rackhams spin selling. This is the first book that lays out a solid method for selling crosscompany. As president and ceo of prime resource group, he has designed and implemented business transformation and professional development programs for companies including shell, siemens, hp, honeywell, 3m, microsoft, citicorp, ibm, raymond james, and georgiapacific, as well as many fast. The optimal source of differentiation before your company can provide a solution, your salespeople need to. A dramatically different process for a dramatically different market. Jeff thull is a leadingedge strategist and valued advisor for executive teams of major companies worldwide. In his previously published books, jeff thull introduced and then developed several separate but related core concepts which would help those in sales to compete and win when the stakes are high mastering the complex sale and how to close the value gap, increase. How to comp e t e and win wh e n th e stak e s ar e high, th e prim e.
As president and ceo of prime resource group and author of three bestselling books, he has designed and implemented business transformation and professional development programs for companies including shell, 3m, intel, hp, tyco, siemens, boston scientific, and abbott, as well as many. Exceptional selling by jeff thull overdrive rakuten. Jeff will lead you through diagnostic business development, a complete and effective system derived from years. It enables us to differentiate ourselves early and achieve longlasting success. Jeff will lead you through diagnostic business development, a complete and. This is the first book that lays out a solid method for selling. He is the author of four bestselling books for orchestrating the strategy, process and execution of complex sales, including the highlyrevised.
Instead, you need to be having genuine and authentic conversations with your. Carnegie, writing in 1936, preached relationship building and a customerfocused approach. Our time with jeff was spent talking about leadership. 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. See all books authored by jeff thull, including mastering the complex sale. Jeff is a compelling, entertaining and thoughtprovoking keynote speaker with a track record of over 2,500 speeches and seminars delivered to corporations and professional associations worldwide. Exceptional selling ebook by jeff thull rakuten kobo. In this prescriptive and practical guide, author jeff thull challenges conventional thinking and gets down to the key ingredients of sales success the magic formula based on a powerful communication mindset, exceptional. As president and ceo of prime resource group, he has designed and implemented business transformation programs for companies such as shell global solutions, 3m, microsoft, siemens, citicorp, ibm, raymond james, and georgiapacific, as well as many fasttrack startup companies. Jeffs best selling books shed further light on the methodology involved but the financial results of the organizations that engage these principles tell the best story. Exceptional selling isbn 9780470037287 pdf epub jeff. Diagnostic business development sale process jeff thull.
This is one of those rare books that will make a difference. Thull persuasively argues in mastering the complex sale, is to stop selling in the conventional sense and adopt a practical proven approach called diagnostic business development or the prime process. Exceptional selling is the first book to apply powerful diagnostic principles directly to sales conversations. Exceptional selling is a dramatic departure from the vast majority of sales books.
Throughout the book, thull describes compelling examples of how to. Are you confirming the impact of the financial impact of the problem. Continuing to evolve the breakthrough thinking of his bestselling classic mastering the complex sale, jeff thull once again pushes the envelope in this new edition to give professionals from individuals struggling with their first call, to senior executives trying to assess why their value strategy is falling short a comprehensive guide to navigate and win highstakes sales. How the best connect and win in high stakes sales, and more on. Thull delivers straight talk about the oneonone skills that professionals need in order to set themselves apart, connect with their customers, and raise the bar for the competition. In his book exceptional selling, sales expert jeff thull shatters decadesold. Lindekugel, president, 3m health information systems, inc. One of the key pieces is the second step in the diagnose agenda. If you want to be an exceptional communicator, you must read jeff thulls books. Author jeff thull breaks down complex businesstobusiness sales with clear, stepbased directions, easy to understand diagrams and charts, and case studies of successes and failures. Increase your sales faster and easier than you ever. As president and ceo of prime resource group, he has designed and implemented business transformation and professional development programs for companies like shell global solutions, 3m, microsoft, siemens, citicorp, ibm, raymond james, and georgiapacific, as well as many fast track. Dave kurlan our gazelles strategic partner atobjective management group identified the rule of ratio in his book baseline selling.
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