Competitive Selling: Out-Plan, Out-Think, and Out-Sell to Win Every Time
Competitive Selling: Out-Plan, Out-Think, and Out-Sell to Win Every Time By Landy Chase
Publisher: McGraw-Hill 2010 | 272 Pages | ISBN: 0071738894 | PDF | 1 MB
Publisher: McGraw-Hill 2010 | 272 Pages | ISBN: 0071738894 | PDF | 1 MB
Become a “dominant predator” in today’s dog-eat-dog sales environment Today’s buyers barely resemble buyers from just a few short years ago. They’ve come a long way in educating themselves about making the best purchase decisions, and as a result they “shop around"--so competition is fiercer than ever. If you want to succeed you have to become a “dominant predator.” Competitive Selling has what you need to out-maneuver, out-negotiate, and out-sell everyone who stands between you and a closed sale. It reveals exactly how today's highest achievers win every battle and provides a blueprint for replicating this success, Identify your competition before meeting with the buyer Open competitive selling opportunities Out-flank your competitors using the Client Needs Analysis Eliminate competitors without badmouthing them Stand out to the decision-makers Win sales as the higher-priced option A complete reeducation on how to approach the sales process, Competitive Selling provides a brutally realistic view of the sales environment today and offers the means for climbing your way to the top of the food chain—and staying there.