Use features like bookmarks, note taking and highlighting while reading exceptional selling. It will take you beyond b2b, diagnostics, relationships, consultative and collaborative selling to explore a powerful and authentic set of disciplines of creating value. In his book exceptional selling, sales expert jeff thull shatters decadesold. 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 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 competiti. How hros can win more deals with diagnostic selling. Buy mastering the complex sale on audio cd and receive a. 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. 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. By using logical and practical conversation examples throughout the book, thull identifies and conquers common sales traps and defines successful keys to breaking down communication barriers.
Exceptional sellings approach extols the value of diagnostic selling. Mastering the complex sale audio book this audio book brings the concepts of mastering the complex sale to life. Audio book unabridged on 6 audio cds, read by jeff thull. The optimal source of differentiation before your company can provide a solution, your salespeople need to know how to diagnose your customers challenges. 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. Those who do develop this mindset will stand apart not so much by what they sell as by how they sell. As discussed in previous blogs it has nothing to do with telling them about you, rather it comes from listening and asking the right questions. Author jeff thull did great research that went into producing this book. A 4part system to mastering the complex sale sweet fish media. How the best connect and win in high stakes sales by jeff thull 2006, hardcover at the best online prices at ebay. Instead, you need to be having genuine and authentic conversations with your. Typically the sales cycle is long and drawn out and the salespeople have difficulty connecting at the higher executive levels. In this audio cd version of the book, you will get the edge that will enable you to succeed setting yourself apart from your competition, connecting to your customers hearts and minds, and clearly establishing the value you offer.
Jeff thull, a leadingedge strategist and business advisor for major. It scares me to see all the ways in which we can selfsabotage our sales opportunitiesbut thats only chapter one. Jeff thull is a leadingedge strategist and valued advisor for executive teams worldwide. Interview with jeff thull by softwaremarketsolution part ii diagnostic selling. Jeff thull, bestselling author, president and ceo, prime resource group. Jeff thull, in his best selling book mastering the complex sale, talks about the evolution of b2b selling over the years, from a productoriented approach.
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. Close the value gap, increase margins, and win the complex sale and exceptional selling. Prime resource group has the tools you need to set yourself ahead of the competition and compete in a new era of complex sales. Exceptional selling is a dramatic departure from the vast majority of sales books. Jeffs best selling books shed further light on the methodology involved but the. Sales talk with russ lombardo how the best compete and win in high stakes sales alignment with jeff thull. 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. Aug 18, 2006 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. To see what your friends thought of this book, please sign up. The jeff thull book, exceptional selling, effectively lays out selling language and strategy for complex sales just the types of conversations needed in design and building marketing. Thull delivers straight talk about the oneonone skills that professionals need in order to set. How the best connect and win in high stakes sales na. Thulls leadingedge thinking makes this book extraordinary. Listen to jeff thull present the strategies and a stepby. How the best connect and win in high stakes sales by jeff thull isbn. Thull draws from the same philosophy that inform s. Exceptional selling by jeff thull overdrive rakuten.
Get the inside and straight information with powerful diagnostic questions. Everyday low prices and free delivery on eligible orders. Review the key ideas in the book exceptional selling by jeff thull in a condensed soundview executive book summary. Exceptional selling isbn 9780470037287 pdf epub jeff thull. Thull delivers straight talk about the oneonone skills that professionals need in order to set themselves apart, connect with their customers, and. Exceptional selling is the first book to apply powerful diagnostic principles directly to sales conversations. 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. 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.
Diagnostic business development sale process jeff thull. How the best connect and win in high stakes sales ebook. The second edition and highlyrevised best selling book, mastering the complex sale. Jeff thull sales tips, sales advice, and selling strategies. How hros can win more deals with diagnostic selling prismhr. To book jeff thull call executive speakers bureau at 9017549404. The goal in diagnostic marketing is to craft targeted messages that engage customers and move them along the progression to change.
The diagnostic business development process encompasses four phases. Thull s insights into the complex sale and how to clarify and quantify this value are remarkablemastering the complex sale will be required reading for years to come. Jeff thull has reengineered the conventional sales process to create predictable and profitable growth in todays competitive marketplace. Feb 19, 2017 jeff thull, in his best selling book mastering the complex sale, talks about the evolution of b2b selling over the years, from a productoriented approach to todays full diagnosis of the customers problem. Thull concludes his brilliant book with the following definition of. How do you get your prospects to understand the full value of your solution that you provide. Lee tschanz, vice president, north american sales, rockwell automation jeff thull is winning the war against commoditization. Exceptional selling free summary by jeff thull getabstract. Interview with jeff thull by softwaremarketsolution part i the three eras of selling.
Jeff thull, president and ceo, prime resource group. 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. This is one of those rare books that will make a difference. The trust and respect created by the diagnostic process is a musthave for success here in asia and around the. Download it once and read it on your kindle device, pc, phones or tablets. Access a free summary of exceptional selling, by jeff thull and 20,000 other business, leadership and nonfiction books on getabstract. Selling to big companies by jill konrath mastering the complex sale by jeff thull the psychology of selling by brian tracy strategic selling by robert m. This is the first book to apply powerful diagnostic principles directly to sales conversations. Throughout the book, thull describes compelling examples of how to succeed in a cluttered marketplace. He is the author of four best selling books for orchestrating the strategy, process and execution of complex sales, including the highlyrevised. 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. Feb 15, 20 the mustread summary of jeff thull s book. Nov 21, 2011 jeff thull is a leadingedge strategist and valued advisor for executive teams of major companies worldwide.
Mastering the complex sale second edition, by jeff thull. In fact, a smarter way to sell, 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. He is the author of several best selling books, and also a columnist with and his articles are published in hundreds of business and trade publications. Mastering the complex sale is an ideal book if you want to understand how one sells to a bureaucracy. Sales talk with russ lombardo how the best compete and win in high.
Every book jacket sales guru disparages traditional sales methods to promote his or her revolutionary approach, and jeff thull is no exception. Interview with jeff thull author and speaker the parnassus group. His work is published in hundreds of business and trade publications jeff is also the author of the bestselling books mastering the complex sale. 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. 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. A new book shows you how to beef up your sales strategies and skills to sell smarter. Close the value gap, increase margins, and win the complex sale, and exceptional selling. Our expertise delivers concise processes and diagnostic skills, across functions, to organizations involved in complex sales. 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. The diagram below offers jeff thull s diagnostic business development process. Jeff thull has done it again with exceptional selling he truly provides a fresh and innovative perspective to the art of sales. His articles are published in hundreds of business and trade publications.
After studying the book, i went to my first appointment with the sole intention of using the diagnostic mindsetasking questions to see where the problems really are. Trilogy for profitable growth and business transformation. How the best connect and win in high stakes sales kindle edition by thull, jeff. Diagnostic business development1, the subject of the book you are about to read and the brainchild of its author, jeff thull, played an instrumental role in this feat. Jeff thull, in his bestselling book mastering the complex sale, talks about the. How to compete and win when the stakes are high, second edition, the prime solution. It presents the prime processa diagnostic, customercentered approach that clearly sets you. Exceptional selling, by jeff thull prime resource group. A 4part system to mastering the complex sale huffpost. 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. Jeff thulls latest book is an outstanding guide to the skills, approaches and conversations you must develop to excel in todays selling environment. Praise for exceptional selling thull s leadingedge thinking makes this book extraordinary. Developing sales professionals in todays complex selling.
Their diagnostic process relies on the study of the core objectives of an. Continuing to evolve the breakthrough thinking of his best selling 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. Jeff thull s concept of becoming a trusted advisor instead of a sales person works. According to jeff thull who introduced the concept in his book, mastering the complex sale, the role of the salesperson is to help a buyer diagnose their problem and design, evaluate, and implement a solution that provides a high level of value to their customers. 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. To show our appreciation, when you buy mastering the complex sale on audio cd we will include a free copy of jeff s book exceptional selling. Prime resource groups consulting services help solution providers turn value fulfillment into a core competency. From strategy and process, to the execution of complex sales and field support, prime resource groups customized diagnostic business development programs and consulting services assist our clients in optimizing and executing their gotomarket strategies. Praise for exceptional selling thull s leadingedge thinking ma. It shows you how to create a customer engagement in. The second edition and highlyrevised best selling book, mastering the complex. Prime resource groups customized diagnostic business development. 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.
1370 1004 1154 1025 150 108 467 333 429 884 1466 730 791 468 59 905 1155 1467 530 406 1451 1500 1517 981 709 770 1374 1407 1471 952 581 514 1211 766 976