Exceptional Selling
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| Author | : Jeff Thull |
| Publisher | : Wiley + ORM |
| Total Pages | : 229 |
| Release | : 2010-12-15 |
| Genre | : Business & Economics |
| ISBN | : 1118038886 |
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.
| Author | : Jamie Hamer |
| Publisher | : |
| Total Pages | : 0 |
| Release | : 2021 |
| Genre | : Business & Economics |
| ISBN | : 9781781334973 |
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.
| Author | : Mike Weinberg |
| Publisher | : AMACOM |
| Total Pages | : 243 |
| Release | : 2015-10-21 |
| Genre | : Business & Economics |
| ISBN | : 0814436447 |
Packed with case studies, Sales Management. Simplified. offers a proven formula for prospecting, developing, and closing deals—in your time, on your terms. Why do sales organizations fall short? Every day, expert consultants like Mike Weinberg are called on by companies to find the answer - and it's one that may surprise you. Typically, the issue lies not with the sales team but with how it is being led. Through their attitude and actions, senior executives and sales managers can unknowingly undermine performance. Weinberg tells it straight by calling out the problems plaguing sales forces and the costly mistakes made by even the best-intentioned sales managers. The good news is that with the right guidance, results can be transformed. In Sales Management. Simplified., Weinberg teaches managers how to: Implement a simple framework for sales leadership Foster a healthy, high-performance sales culture Conduct productive meetings Put the right people in the right roles Retain top producers and remediate underperformers Point salespeople at the proper targets Blending blunt, practical advice with funny stories and examples from the field, Sales Management. Simplified. delivers the tools every sales manager needs to succeed. Managing sales doesn't have to be complicated, and the solution starts with you!
| Author | : Leonardo Inghilleri |
| Publisher | : AMACOM |
| Total Pages | : 190 |
| Release | : 2010-04-14 |
| Genre | : Business & Economics |
| ISBN | : 0814415393 |
What if you could protect your business against competitive inroads, once and for all? Customer service experts Leonardo Inghilleri and Micah Solomon's anticipatory customer service approach was first developed at The Ritz-Carlton as well as at Solomon's company Oasis, and has since proven itself in countless companies around the globe--from luxury giant BVLGARI to value-sensitive auto parts leader Carquest and everywhere in between. Their experience shows that the most powerful growth engine in a tight market--and best protection from competitive inroads--is to put everything you can into cultivating true customer loyalty. Exceptional Service, Exceptional Profit takes the techniques that minted money for these brands and reveals how you can apply them to your own business to provide the kind of exceptional service that nearly guarantees loyalty. Soon, you'll be reaping the benefits of loyal customers who are: less sensitive to price competition, more forgiving of small glitches, and, ultimately, who are "walking billboards" happily promoting your brand. Filled with detailed, behind-the-scenes examples, Exceptional Service, Exceptional Profit unlocks a new level of customer relationship that leaves your competitors in the dust, your customers coming back day after day, and your bottom line looking better than it ever has before.
| Author | : BusinessNews Publishing, |
| Publisher | : Primento |
| Total Pages | : 42 |
| Release | : 2013-02-15 |
| Genre | : Business & Economics |
| ISBN | : 2806242649 |
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.
| Author | : Dick Cheney |
| Publisher | : Simon and Schuster |
| Total Pages | : 352 |
| Release | : 2015-09-01 |
| Genre | : Political Science |
| ISBN | : 1501115448 |
A new book by former Vice President and #1 New York Times bestselling author Dick Cheney and Liz Cheney.
| Author | : David Hoffeld |
| Publisher | : Penguin |
| Total Pages | : 289 |
| Release | : 2022-02-08 |
| Genre | : Business & Economics |
| ISBN | : 0143129333 |
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
| Author | : Joe Girard |
| Publisher | : Simon and Schuster |
| Total Pages | : 196 |
| Release | : 2006-02-07 |
| Genre | : Business & Economics |
| ISBN | : 0743273966 |
Joe Girard was an example of a young man with perseverance and determination. Joe began his working career as a shoeshine boy. He moved on to be a newsboy for the Detroit Free Press at nine years old, then a dishwasher, a delivery boy, stove assembler, and home building contractor. He was thrown out of high school, fired from more than forty jobs, and lasted only ninety-seven days in the U.S. Army. Some said that Joe was doomed for failure. He proved them wrong. When Joe started his job as a salesman with a Chevrolet agency in Eastpointe, Michigan, he finally found his niche. Before leaving Chevrolet, Joe sold enough cars to put him in the Guinness Book of World Records as 'the world's greatest salesman' for twelve consecutive years. Here, he shares his winning techniques in this step-by-step book, including how to: o Read a customer like a book and keep that customer for life o Convince people reluctant to buy by selling them the right way o Develop priceless information from a two-minute phone call o Make word-of-mouth your most successful tool Informative, entertaining, and inspiring, HOW TO SELL ANYTHING TO ANYBODY is a timeless classic and an indispensable tool for anyone new to the sales market.
| Author | : Wally Schmader |
| Publisher | : |
| Total Pages | : 0 |
| Release | : 2023-03-28 |
| Genre | : |
| ISBN | : |
This is the follow-up to the #1 best-selling book, What Exceptional Leaders Know now in its third edition. The book interacts with the reader to make sure that the recommendations are memorable and applicable for every leader.
| Author | : Thomas Freese |
| Publisher | : Sourcebooks, Inc. |
| Total Pages | : 441 |
| Release | : 2013-11-05 |
| Genre | : Business & Economics |
| ISBN | : 1402287534 |
"After I sent my team to the Question Based Selling program, not only was the feedback from the training outstanding, but we experienced an immediate positive impact in results."—Jim Cusick, vice president of sales, SAP America, Inc. "Following the program, even our most experienced salespeople raved, saying QBS was the best sales training they have ever experienced!"—Alan D. Rohrer, director of sales, Hewlett Packard For nearly fifteen years, The Secrets of Question Based Selling has been helping great salespeople live you deliver big results. It's commonsense approach has become a classic, must-have tool that demonstrates how asking the right questions at the right time accurately identifies your customer's needs. But consumer behavior and sales techniques change as rapidly as technology—and there are countless contradictory sales training programs promising results. Knowing where you should turn to for success can be confusing. Now fully revised and updated, The Secrets of Question Based Selling provides a step-by-step, easy-to-follow program that focuses specifically on sales effectiveness—identifying the strategies and techniques that will increase your probability of success. How you sell has become more important than the product. With this hands-on guide, you will learn to: Penetrate more accounts Overcome customer skepticism Establish more credibility sooner Generate more return calls Motivate different types of buyers Develop more internal champions Close more sales...faster And much, much more
