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![]() What you will learn in this summary: ✓ Three root causes of failure that can prevent you from succeeding. Exceptional Selling exposes those traps and offers logical and proven alternatives that enhance the clarity, relevancy, credibility and trust that sales professionals are trying to create in conversations with customers. Sales conversations are rife with such traps. Sales professionals and entrepreneurs will also be warned about the pitfalls that can get them into trouble, such as creating “dangling insults” that can shut down conversations with both customers and best-qualified prospects. Those of you looking to notch up your skills in order to compete effectively in an ever-evolving market will see that fine-tuning some areas of your approach can have a major impact on your results. The goal of this summary is to show you that by replicating the practices of top-performing professionals, you’ll learn new, exceptional ways to sell that can set you apart and pull you ahead of the pack. Even today, with so much sales experience in the world, the marketplace is cluttered with seminars, consultants, trainers and books that espouse antiquated approaches to selling. It shows sales professionals how to create a different kind of relationship with the customer and use powerful diagnostic principles to reframe the typical sales conversation into open, honest and straightforward communication. Order # 29-08 How the Best Connect and Win in High Stakes Sales EXCEPTIONAL SELLING THE SUMMARY IN BRIEF By Jeff Thull CONTENTS The More You Sweat, the Less You Sell Pages 2, 3 Nobody Buys a Value Proposition Pages 3, 4 You’ve Got to Get Your Mind Right Earning the Keys to the Elevator Diagnosis Trumps Presentation Every Time Pages 5, 6 Cutting Through the Smoke and Mirrors Show Me the Money Pages 7, 8 Connecting at the Level of Power and Decision Exceptional Selling is a practical guide to sales success that shows sales professionals how to avoid the many traps of self-sabotage brought about by pressure and traditional sales approaches.Concentrated Knowledge™ for the Busy Executive
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