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- Herausgeber: Business Book Summaries
- Kategorie: Fachliteratur
- Sprache: Englisch
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.
Das E-Book können Sie in Legimi-Apps oder einer beliebigen App lesen, die das folgende Format unterstützen:
Seitenzahl: 32
Veröffentlichungsjahr: 2013
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Book Presentation:Exceptional Selling by Jeff Thull
Book Abstract
About the Author
Important Note About This Ebook
Summary ofExceptional Selling (Jeff Thull)
1. Break the common communication barriers
2. Conduct effective sales conversations
3. Know how to establish credibility
Book Presentation:Exceptional Selling by Jeff Thull
Book Abstract
MAIN IDEA
The days of using canned or memorized 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. 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, where a unique rather than a simplistic solution is suggested and where customers become anchored in the solution you are proposing.
To become better and more successful in making complex sales, there are three things you need to do:
About the Author
JEFF THULL is a business strategist and advisor. He is the president and CEO of his own consulting firm, Prime Resources Group. Mr. Thull has designed and delivered business transformation programs for Shell Global Solutions, 3M, Microsoft, Siemens, Citicorp, IBM, Georgia-Pacific and many other companies. He is also an experienced keynote speaker having delivered more than 2,500 speeches and seminars worldwide. Mr. Thull is also the author of The Prime Solution and Mastering the Complex Sale.
The Web site for this book is at www.primeresource.com.
Important Note About This Ebook
This is a summary and not a critique or a review of the book. It does not offer judgment or opinion on the content of the book. This summary may not be organized chapter-wise but is an overview of the main ideas, viewpoints and arguments from the book as a whole. This means that the organization of this summary is not a representation of the book.
Summary ofExceptional Selling (Jeff Thull)
1. Break the common communication barriers
There are generally three barriers which stand between sales people and customers:
Errors in style – how sales people talk with their customers/Errors in substance – what sales people choose to talk about.Errors in mind-set – misunderstandings of the realities of value.You can make great leaps in sales performance and set a great foundation for future success by eliminating these three barriers once and for all.
Barrier #1: Errors in style
It’s amazing how many sales people sabotage their own efforts by saying things like:
“You’ve probably never thought of this, but…” implying the customer doesn’t think about their own line of business.“We save companies like yours millions of dollars in unnecessary costs by…” suggesting the prospective customer doesn’t know what they are doing.“Some of the more successful companies in your industry are already…” implying the customer isn’t in that category, despite what they may think.“Dangling insults” like these can mean the customers are hearing criticisms of their competence rather than helpful suggestions. Furthermore, prospective customers have more than likely heard these comments so many times before from other sales people they will just naturally lean back in their chairs, cross their arms and think about something more interesting.
To have a rational and measured sales conversation, mutual respect is required. The prospective customer must believe the sales person actually has something of value to offer, but equally the sales person needs to acknowledge the customer knows more about their business and industry than them. Without that mutual respect, all you end up with is a canned presentation which commoditizes the solution you’re offering.
