It shows you how to create a customer engagement in. The diagram below offers jeff thull s diagnostic business development process. Prime resource groups consulting services help solution providers turn value fulfillment into a core competency. Thull concludes his brilliant book with the following definition of. It presents the prime processa diagnostic, customercentered approach that clearly sets you. Thull delivers straight talk about the oneonone skills that professionals need in order to set. Mastering the complex sale second edition, by jeff thull. The diagnostic business development process encompasses four phases. The jeff thull book, exceptional selling, effectively lays out selling language and strategy for complex sales just the types of conversations needed in design and building marketing. How to compete and win when the stakes are high, second edition, the prime solution. Author jeff thull did great research that went into producing this book. The second edition and highlyrevised best selling book, mastering the complex.
Thulls insights into the complex sale and how to clarify and quantify this value are remarkablemastering the complex sale will be required reading for years to come. He is the author of several best selling books, and also a columnist with and his articles are published in hundreds of business and trade publications. Praise for exceptional selling thull s leadingedge thinking makes this book extraordinary. This is the first book to apply powerful diagnostic principles directly to sales conversations. Jeff thull sales tips, sales advice, and selling strategies. 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. After studying the book, i went to my first appointment with the sole intention of using the diagnostic mindsetasking questions to see where the problems really are. A 4part system to mastering the complex sale sweet fish media. Our expertise delivers concise processes and diagnostic skills, across functions, to organizations involved in complex sales. Continuing to evolve the breakthrough thinking of his best selling classic mastering the complex sale, jeff thull once again pushes the envelope in this new edition to give professionals from individuals struggling with their first call, to senior executives trying to assess why their value strategy is falling short a comprehensive guide to navigate and win highstakes sales. This straightforward guide to communicating across all cultures with credibility and respect will give you a significant competitive advantage in a complex and crowded global marketplace. Thull persuasively argues in mastering the complex sale, is to stop selling in the conventional sense and adopt a practical proven approach called diagnostic business development or the prime process. Feb 19, 2017 jeff thull, in his best selling book mastering the complex sale, talks about the evolution of b2b selling over the years, from a productoriented approach to todays full diagnosis of the customers problem. Typically the sales cycle is long and drawn out and the salespeople have difficulty connecting at the higher executive levels.
How the best connect and win in high stakes sales kindle edition by thull, jeff. Author jeff thull breaks down complex businesstobusiness sales with clear, stepbased directions, easy to understand diagrams and charts, and case studies of successes and failures. Thull delivers straight talk about the oneonone skills that professionals need in order to set themselves apart, connect with their customers, and raise the bar for the. Jeff is a compelling, entertaining and thoughtprovoking keynote speaker with a track record of over 3,500 keynotes and seminars delivered to corporations and professional associations worldwide. Jeff thull, in his bestselling book mastering the complex sale, talks about the. Jeffs best selling books shed further light on the methodology involved but the. Throughout the book, thull describes compelling examples of how to succeed in a cluttered marketplace. How the best connect and win in high stakes sales by jeff thull isbn. Exceptional selling is a dramatic departure from the vast majority of sales books. To show our appreciation, when you buy mastering the complex sale on audio cd we will include a free copy of jeff s book exceptional selling. Mastering the complex sale audio book this audio book brings the concepts of mastering the complex sale to life. Jeff thulls latest book is an outstanding guide to the skills, approaches and conversations you must develop to excel in todays selling environment. Exceptional selling, by jeff thull prime resource group.
His work is published in hundreds of business and trade publications jeff is also the author of the bestselling books mastering the complex sale. This is one of those rare books that will make a difference. As president and ceo of prime resource group, he has designed and implemented business transformation and professional development programs for companies including shell, 3m, microsoft, siemens, boston scientific, ibm, raymond james, hp and georgiapacific, as well as many fast track. How hros can win more deals with diagnostic selling prismhr. Nov 21, 2011 jeff thull is a leadingedge strategist and valued advisor for executive teams of major companies worldwide. Everyday low prices and free delivery on eligible orders. Every book jacket sales guru disparages traditional sales methods to promote his or her revolutionary approach, and jeff thull is no exception.
Prime resource groups customized diagnostic business development. Jeff thull has reengineered the conventional sales process to create predictable and profitable growth in todays competitive marketplace. Exceptional selling by jeff thull overdrive rakuten. Exceptional selling free summary by jeff thull getabstract. Trilogy for profitable growth and business transformation. Jeff thull, bestselling author, president and ceo, prime resource group.
A new book shows you how to beef up your sales strategies and skills to sell smarter. Review the key ideas in the book exceptional selling by jeff thull in a condensed soundview executive book summary. Jeff thull has done it again with exceptional selling he truly provides a fresh and innovative perspective to the art of sales. Selling to big companies by jill konrath mastering the complex sale by jeff thull the psychology of selling by brian tracy strategic selling by robert m. The trust and respect created by the diagnostic process is a musthave for success here in asia and around the. Thull delivers straight talk about the oneonone skills that professionals need in order to set themselves apart, connect with their customers, and raise the bar for the competition. Interview with jeff thull by softwaremarketsolution part i the three eras of selling. Diagnostic business development sale process jeff thull. Sales talk with russ lombardo how the best compete and win in high. Access a free summary of exceptional selling, by jeff thull and 20,000 other business, leadership and nonfiction books on getabstract. It will take you beyond b2b, diagnostics, relationships, consultative and collaborative selling to explore a powerful and authentic set of disciplines of creating value. This is the first book to apply powerful diagnostic principles directly to sales. From strategy and process, to the execution of complex sales and field support, prime resource groups customized diagnostic business development programs and consulting services assist our clients in optimizing and executing their gotomarket strategies. Interview with jeff thull author and speaker the parnassus group.
He is the author of four best selling books for orchestrating the strategy, process and execution of complex sales, including the highlyrevised. To see what your friends thought of this book, please sign up. As president and ceo of prime resource group and author of three bestselling books, he has designed and implemented business transformation and professional development programs for companies including shell, 3m, intel, hp, tyco, siemens, boston scientific, and abbott, as well as many. In this audio cd version of the book, you will get the edge that will enable you to succeed setting yourself apart from your competition, connecting to your customers hearts and minds, and clearly establishing the value you offer. Exceptional selling isbn 9780470037287 pdf epub jeff thull. Thulls leadingedge thinking makes this book extraordinary. Jeff thull, a leadingedge strategist and business advisor for major companies worldwide, will give you the tools you need to sell smarter in this challenging and complicated world.
According to jeff thull who introduced the concept in his book, mastering the complex sale, the role of the salesperson is to help a buyer diagnose their problem and design, evaluate, and implement a solution that provides a high level of value to their customers. Jeff thull is a leadingedge strategist and valued advisor for executive teams worldwide. Diagnostic business development1, the subject of the book you are about to read and the brainchild of its author, jeff thull, played an instrumental role in this feat. Lee tschanz, vice president, north american sales, rockwell automation jeff thull is winning the war against commoditization. Feb 15, 20 the mustread summary of jeff thull s book. As president and ceo of prime resource group, he has designed and implemented business transformation and professional development programs for companies like shell global solutions, 3m, microsoft, siemens, citicorp, ibm, raymond james, and georgiapacific, as well as many fast track. Praise for exceptional selling thull s leadingedge thinking ma. By using logical and practical conversation examples throughout the book, thull identifies and conquers common sales traps and defines successful keys to breaking down communication barriers. Close the value gap, increase margins, and win the complex sale, and exceptional selling.
How do you get your prospects to understand the full value of your solution that you provide. Their diagnostic process relies on the study of the core objectives of an. His articles are published in hundreds of business and trade publications. The goal in diagnostic marketing is to craft targeted messages that engage customers and move them along the progression to change. In his book exceptional selling, sales expert jeff thull shatters decadesold assumptions about b2b selling and presents a new approach that he calls diagnostic selling. A dramatically different process for a dramatically different market. Buy mastering the complex sale on audio cd and receive a. Get the inside and straight information with powerful diagnostic questions. The optimal source of differentiation before your company can provide a solution, your salespeople need to know how to diagnose your customers challenges.
The second edition and highlyrevised best selling book, mastering the complex sale. Audio book unabridged on 6 audio cds, read by jeff thull. Jeff thull is the author of mastering the complex sale 3. How the best connect and win in high stakes sales ebook. Jeff thull s concept of becoming a trusted advisor instead of a sales person works. How hros can win more deals with diagnostic selling. Those who do develop this mindset will stand apart not so much by what they sell as by how they sell. Jeff thull is a leadingedge strategist and valued advisor for executive teams of major companies worldwide. Download it once and read it on your kindle device, pc, phones or tablets. A 4part system to mastering the complex sale huffpost. As president and ceo of prime resource group and author of three bestselling books, he has designed and implemented business transformation and professional development programs for companies including shell, 3m, intel, hp, tyco, siemens, boston scientific, and abbott, as. Jeff thull, president and ceo, prime resource group. Mastering the complex sale is an ideal book if you want to understand how one sells to a bureaucracy. In fact, a smarter way to sell, thull persuasively argues in mastering the complex sale, is to stop selling in the conventional sense and adopt a practical proven approach called diagnostic business development or the prime process.
Thull draws from the same philosophy that inform s. In his book exceptional selling, sales expert jeff thull shatters decadesold. 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. Thull s insights into the complex sale and how to clarify and quantify this value are remarkablemastering the complex sale will be required reading for years to come. Developing sales professionals in todays complex selling. Close the value gap, increase margins, and win the complex sale and exceptional selling. Sales talk with russ lombardo how the best compete and win in high stakes sales alignment with jeff thull. Jeff thull, a leadingedge strategist and business advisor for major. In his book exceptional selling, sales expert jeff thull shatters decadesold assumptions about b2b selling and presents a new approach that he calls diagnostic selling thull delivers straight talk about the oneonone skills that professionals need in order to set themselves apart, connect with their customers, and raise the bar for the competiti.
To book jeff thull call executive speakers bureau at 9017549404. How the best connect and win in high stakes sales by jeff thull 2006, hardcover at the best online prices at ebay. As president and ceo of prime resource group, he has designed and implemented business transformation programs for companies such as shell global solutions, 3m, microsoft, siemens, citicorp, ibm, raymond james, and georgiapacific, as well as many fasttrack startup companies. Aug 18, 2006 in his book exceptional selling, sales expert jeff thull shatters decadesold assumptions about b2b selling and presents a new approach that he calls diagnostic selling.
Exceptional selling is the first book to apply powerful diagnostic principles directly to sales conversations. Prime resource group has the tools you need to set yourself ahead of the competition and compete in a new era of complex sales. Instead, you need to be having genuine and authentic conversations with your. It scares me to see all the ways in which we can selfsabotage our sales opportunitiesbut thats only chapter one. Interview with jeff thull by softwaremarketsolution part ii diagnostic selling. Listen to jeff thull present the strategies and a stepby. Jeff thull, in his best selling book mastering the complex sale, talks about the evolution of b2b selling over the years, from a productoriented approach. Exceptional sellings approach extols the value of diagnostic selling.
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