Exceptional Selling How the Best Connect And Win in High Stakes Sales (Hardcover)
|Author: Jeff Thull|
|*Author: Thull, Jeff *Subtitle: How the Best Connect And Win in High Stakes Sales *Publication Date: 2006/08/18 *Number of Pages: 238 *Binding Type: Hardcover *Language: English *Depth: 1.00 *Width: 6.25 *Height: 9.25|
From the Publisher:
The business-to business, complex sales arena is the most challenging and rewarding environment in the sales world and the 6,000,000 salespeople working within it strive to attain the highest level of their profession. These sales professionals are constantly in search of the edge that will enable them to win in business--ways to stand apart from the competition, to communicate the complex value they offer, and connecting one-on-one with the customer. This is essential to complex sales success and is where virtually every sale is won or lost. |
| Exceptional Selling is a tactical-level guide that shows salespeople how to get beyond the presentation of a value proposition (an intangible that no business-to-business customer ever buys) and engage with the customer in a way in which the absence and sources of value are objectively evaluated and the common barriers to sales success – limited access, ambiguous words, objections, and cutthroat negotiations – melt away.