A tactical guide to complex business-to-business sales success Six million people work in the fast-paced world of business-to-business or complex sales. The most difficult job they face is the task of creating and communicating the value of their products and services and connecting one-on-one with the customer. When it works, a salesperson combines the right mindset with the right content to create exceptional conversations that create increased clarity, credibility, and trust–and, of course, increased sales. Exceptional Selling is a practical guide to sales success that shows sales professionals how to avoid the many traps of self-sabotage brought about by pressure and traditional sales approaches. It shows sales professionals how to create a different kind of relationship with the customer and use powerful diagnostic principles to reframe the typical sales conversation into open, honest, and straightforward communication. Author Jeff Thull is the first person to apply these diagnostic principles to complex sales. In Exceptional Selling, he introduces these powerful principles to give salespeople the ability to create more effective and insightful conversations with buyers. These skills will knock down the barriers to sales success, help salespeople accurately and honestly sell the value of their product or service, and turn the normally antagonistic interaction between salesperson and customer into one of cooperation and mutual respect. Jeff Thull (Minneapolis, MN) is a strategist and advisor to companies involved in complex sales. He is President and CEO of Prime Resource Group, an international sales performance consulting firm that delivers training programs to more than 10,000 participants every year. He is the creator of numerous leading sales performance and leadership programs, as well as the author of Mastering the Complex Sale (0-471-43151-6), from Wiley, and The Prime Solution (0-7931-9522-5).
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Subtítulo: HOW THE BEST CONNECT AND WIN IN HIGH STAKES SALES