Throughout the book, thull describes compelling examples of how to succeed in a cluttered marketplace. The trust and respect created by the diagnostic process is a musthave for success here in asia and around the globe. In his book exceptional selling, sales expert jeff thull shatters decadesold. Throughout the book, thull describes compelling examples of how to. It states that financial quantification of a prospects problem must be at least double the cost of your solution. An interview with jeff thull, author of mastering the complex sale, part ii of ii. 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. Exceptional selling is the first book to apply powerful diagnostic principles directly to sales conversations. This is one of those rare books that will make a difference. Exceptional selling ebook by jeff thull rakuten kobo. Praise for exceptional sellingthulls leadingedge thinking makes this book extraordinary. 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. One of the key pieces is the second step in the diagnose agenda.
Our time with jeff was spent talking about leadership. Jeff thull is the author of mastering the complex sale 3. The whole diagnostic business development system is sort of. A dramatically different process for a dramatically different market. Jeff thull has reengineered the conventional sales process to create predictable and profitable growth in todays competitive. This straightforward guide to communicating across all cultures with. The marketing group should be developing the diagnostic materials and tools needed to support the sales force. Diagnostic business development sale process jeff thull. Prime resource groups customized diagnostic business development. Jeff will lead you through diagnostic business development, a complete and. It scares me to see all the ways in which we can selfsabotage our sales opportunitiesbut thats only chapter one. 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. 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.
Jeff thull books list of books by author jeff thull. Exceptional sellings approach extols the value of diagnostic selling. Dave kurlan our gazelles strategic partner atobjective management groupidentified the rule of ratio in his book baseline selling. This is the first book that lays out a solid method for selling.
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. 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. Exceptional selling, by jeff thull prime resource group. 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. 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. He is the author of the best selling books mast e ring th e compl e x sal e. The optimal source of differentiation before your company can provide a solution, your salespeople need to. How to comp e t e and win wh e n th e stak e s ar e high, th e prim e.
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 by jeff thull overdrive rakuten. Jeff thulls process plays a key role in helping companies and their customers cross the. 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. You must read jeff thulls books frank toffoloni, u. Jeff thulls process plays a key role in helping companies and their customers.
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. Jeff thull is a leadingedge strategist and valued advisor for executive teams worldwide. Exceptional selling features streetlevel straighttalk about the oneonone skills that professionals need to succeed. 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 programs for companies such as shell global solutions, 3m, microsoft, siemens, citicorp, ibm, raymond james, and georgiapacific, as well as many fasttrack startup companies. Lindekugel, president, 3m health information systems, inc.
Praise for exceptional selling thulls leadingedge thinking makes this book extraordinary. Carnegie, writing in 1936, preached relationship building and a customerfocused approach. Mastering the complex sale is the essential read for any organization looking to transform their business for longterm, valuedriven growth. Mastering the complex sale second edition, by jeff thull. 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. 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. Developing sales professionals in todays complex selling. 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. 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. 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. 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. 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. Exceptional selling is a dramatic departure from the vast majority of sales books. Exceptional selling is a complete no nonsense approach to sales how to get in, how to connect and how to win.
Jeff thull has reengineered the conventional sales process to create predictable and profitable growth in todays competitive marketplace. If you want to be an exceptional communicator, you must read jeff thulls books. Why diagnostic conversations are the optimal source of differentiation. 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. This is the first book to apply powerful diagnostic principles directly to sales. Increase your sales faster and easier than you ever.
See all books authored by jeff thull, including mastering the complex sale. The second edition and highlyrevised bestselling book, mastering the complex. 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. He is the author of four bestselling books for orchestrating the strategy, process and execution of complex sales, including the highlyrevised. How the best connect and win in high stakes sales ebook. Dave kurlan our gazelles strategic partner atobjective management group identified the rule of ratio in his book baseline selling. Are you confirming the impact of the financial impact of the problem. It shows you how to create a customer engagement in.
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