Exceptional selling : how the best connect and win in high stakes sales - Thull, Jeff, 1949- (Hoboken, N.J. : John Wiley & Sons, 2006)
The more you sweat, the less you sell -- Nobody buys a value proposition -- You've got to get your mind right -- Earning the keys to the elevator -- Diagnosis trumps presentation every time -- Cutting through the smoke and mirrors -- It doesn't pay to surprise a corporation -- Show me the money -- Connecting at the level of power and decision.
Includes index.
Keywords: Selling