Summary:
The book provides strategies for sales professionals to improve their communication and connect with clients, focusing on high-stakes deals. It emphasizes the importance of understanding customer needs, crafting compelling value propositions, and navigating complex sales processes with a consultative approach.
Key points:
1. Diagnostic Approach: Jeff Thull stresses understanding a customer's specific needs through insightful questioning before selling.
Books similar to "Exceptional Selling":
The Prime Solution
Jeff Thull
Let's Get Real or Let's Not Play
Mahan Khalsa|Randy Illig
The New Solution Selling
Keith M. Eades
Mastering the Complex Sale
Jeff Thull
How to Master the Art of Selling
Tom Hopkins
Beyond the Sales Process
Steve Andersen|Dave Stein
Ultimate Selling Power
Donald Moine|Ken Lloyd
How To Be A GREAT Salesperson...By Monday Morning!
David R Cook
Stop Telling, Start Selling
Linda Richardson
The Qualified Sales Leader
John McMahon