Exceptional Selling: How the Best Connect and Win in High Stakes Sales

Foreword xi

Preface xix

Acknowledgments xxix

Part I: “What We Got Here Is a Failure to Communicate”

1 The More You Sweat, the Less You Sell 9

2 Nobody Buys a Value Proposition 31

3 You’ve Got to Get Your Mind Right 53

Part II: Taking It to the Street

4 Earning the Keys to the Elevator 83

5 Diagnosis Trumps Presentation Every Time 107

6 Cutting Through the Smoke and Mirrors 131

7 It Doesn’t Pay to Surprise a Corporation 159

Part III: Breaking Away with Exceptional Credibility

8 “Show Me the Money” 187

9 Connecting at the Level of Power and Decision 209

Epilogue 229

Index 231