The business-to business, complex sales arena is the most challenging and rewarding environment in the sales world and the 6,000,000 salespeople working within it strive to attain the highest level of their profession. These sales professionals are constantly in search of the edge that will enable them to win in business–ways to stand apart from the competition, to communicate the complex value they offer, and connecting one-on-one with the customer. This is essential to complex sales success and is where virtually every sale is won or lost. Exceptional Selling is a tactical-level guide that shows salespeople how to get beyond the presentation of a value proposition (an intangible that no business-to-business customer ever buys) and engage with the customer in a way in which the absence and sources of value are objectively evaluated and the common barriers to sales success limited access, ambiguous words, objections, and cutthroat negotiations melt away.
Book Details:
- Author: Jeff Thull
- ISBN: 9780470037287
- Year Published: 2006
- Pages: 272
- BISAC: BUS063000, BUSINESS & ECONOMICS/Strategic Planning
About the Book and Topic:
The business-to business, complex sales arena is the most challenging and rewarding environment in the sales world and the 6,000,000 salespeople working within it strive to attain the highest level of their profession. These sales professionals are constantly in search of the edge that will enable them to win in business–ways to stand apart from the competition, to communicate the complex value they offer, and connecting one-on-one with the customer. This is essential to complex sales success and is where virtually every sale is won or lost. Exceptional Selling is a tactical-level guide that shows salespeople how to get beyond the presentation of a value proposition (an intangible that no business-to-business customer ever buys) and engage with the customer in a way in which the absence and sources of value are objectively evaluated and the common barriers to sales success limited access, ambiguous words, objections, and cutthroat negotiations melt away.
Internet Marketing: Jeff’s company Prime Resource Group (PRG) will prepare and send 200,000 e-mails to opt-in lists during the second week of the release. The promotion will offer a free download and as a purchase incentive, PRG will offer those who buy the book a free audio CD titled The Top Ten Ways to Sabotage Sales Success. Website promotion: PRG attracts 12,000 unique visitors per month. Starting three months before publication, the website will promote the book, link to a sample chapter, and offer a free CD with purchase. Speaking Engagements and Web-Based Seminars: In addition to his already active speaking schedule, Jeff will give 75-100 speeches to civic and business organizations and conduct one webinar per week. Ongoing on-site PRG programming: PRG staffers conduct over 400 on-site programs per year that are attended by over 15,000 sales professionals. 150,000 Direct Mail Brochures for ongoing public seminars: PRG conducts 25-30 public seminars annually in 12 major U.S. markets. They are advertised via an 8-page direct mail brochure and purchase incentives.
About the Author
Jeff Thull is the President and CEO of Prime Resource Group, an international sales performance consulting firm delivering training programs to over 10,000 participants per year. He has spent over 20 years as a sales and marketing thought leader, specializing in the field research and process implementation success in the complex sales arena. A dynamic keynote speaker, he has delivered over 2,500 programs to corporate, academic, and association audiences around the world. He is the creator of the leading sales performance and leadership programs, Diagnostic Selling, Mastering Executive Relationships, Diagnostic Marketing, and Prime Performance Leadership. Jeff is from Minneapolis, Minnesota.