Competitive Selling: Out-Plan, Out-Think, and Out-Sell to Win Every Time - Couverture rigide

Chase, Landy

Couverture rigide

ISBN 10 : 0071738894 ISBN 13 : 9780071738897

Editeur : McGraw-Hill Professional, 2010

Synopsis

Become a Dominant Predator in today’sdog-eat-dog sales environment

There’s a hard fact that we all have toface: Buyers have evolved. They’vebecome shopaholics. They almostnever consider a single vendor when makinga buying decision. Instead, they call you―and your competitors―and choose frommultiple options. They know that pitting youagainst your competition always works totheir benefit.

In today’s sales environment, only the strongestand smartest live to sell another day.Master sales strategist Landy Chase callsthese top performers dominant predators―salespeople who consistently win business,at higher prices, by crushing the competitionat every turn. He knows exactly how they do itbecause he’s the one who teaches them howto do it. Now, it’s your turn.

In Competitive Selling, Chase reveals themaster strategy of the dominant predator,offering a proven, step-by-step process forentering the fray as a prepared and confidentwarrior. You’ll learn how to:

• Identify your competition before meetingwith the buyer
• Open competitive selling opportunities
• Out-flank your competitors using theClient Needs Analysis
• Eliminate competitors withoutbadmouthing them
• Stand out to the decision makers
• Win sales even as the higher-priced option

It’s a jungle out there. The goal in today’swinner-take-all world of selling is to makeevery selling opportunity an unfair fight―inyour favor. You have to adapt to yoursurroundings and take control of your environment.Be assured, your competitors areout there trying to do the same thing.Competitive Selling provides the techniquesand skills for seizing the advantage beforethey even see you coming.

A propos du livre

À propos de l'auteur

Landy Chase founded his own sales training and consulting firm in 1993 and has clients in more than sixty industries on five different continents. He has delivered more than two thousand paid presentations as a professional speaker and holds the Certified Speaking Professional (CSP) designation from the National Speakers Association, the highest earned level of excellence in the industry.

Détails de l'édition

• Éditeur: McGraw-Hill Professional
• Date d'édition: 2010
• Langue: anglais
• ISBN 10: 0071738894
• ISBN 13: 9780071738897
• Reliure: Relié
• Nombre de pages: 272
• Coordonnées du fabricant: non disponible
• Personne responsable: non disponible