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Wiley | 2006-08-18 | ISBN: 0470037288 | 272 pages | PDF | 1,4 MB
"Thull's leading-edge thinking makes this book extraordinary. Thisstraightforward guide to communicating across all cultures withcredibility and respect will give you a significant competitiveadvantage in a complex and crowded global marketplace."
—Guenter Lauber, Vice President, Siemens Energy & Automation, Inc., EA Systems
"Exceptional Selling may be one of the most important books written onsales and marketing communications for high stakes sales. It shows youhow to stand apart from your competition, communicate with greatclarity, and position your solution as the most compelling choice forthe long term."
—Rob Mancuso, Senior Vice President, Investors Financial Services Corp.
"Thull has taken consultative and collaborative sales to new heights.The knowledge in this book is priceless. The trust and respect createdby the diagnostic process is a must-have for success here in Asia andaround the globe. It enables us to differentiate ourselves early andachieve long-lasting success."
—Tay Chong Siew, Major Customer Director, North Asia, BOC Gases
"Having achieved exceptional success by working with Thull andimplementing the strategy and process in his first two books, I'mastounded that his leading-edge thinking is captured in yet more detailin another brilliant book. The conversation examples of his powerfuldiagnostic approach will bring even greater success to ourorganization. Truly exceptional!"
—Alberto Chacin, Director of On Demand Services LAD, Oracle USA
"Exceptional Selling is a dramatic departure from the vast majorityofsales books. It scares me to see all the ways in which we canself-sabotage our sales opportunities-but that's only chapter one.Throughout the book, Thull describes compelling examples of how tosucceed in a cluttered marketplace."
—Steven Rodriguez, Senior Vice President, Ceridian Corporation
"Thull has again extended the concepts and thinking he developed in ThePrime Solution and Mastering the Complex Sale. This is an essentialread for anyone working to understand his customers in a complex world."
—Wayne Hutchinson, Vice President of SalesMarketing and Consulting, Shell Global Solutions International B.V.
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