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

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9780071738897: Competitive Selling: Out-Plan, Out-Think, and Out-Sell to Win Every Time

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.

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From the Back Cover:

Competitive Selling has what you need to out-maneuver, out-negotiate, andout-sell everyone who stands between you and the sale. It reveals exactly howtoday’s highest achievers win every battle and provides a blueprint for replicatingthis success, including how to:

  • Position yourself as the expert on your client’s needs
  • Differentiate your value proposition from that of the competition
  • Access the most important decision makers prior to writing a proposal
  • Sell winning proposals that ignore stated budgets
  • Negotiate effectively when selling against other competitors
  • Close sales that lock out competitors and win you the business

A complete reeducation on how to approach the sales process, CompetitiveSelling provides a brutally realistic view of the sales environment today and offersthe means for fighting your way to the top of the food chain—and staying there.

About the Author:

Landy Chase founded his own sales trainingand consulting firm in 1993 and has clientsin more than sixty industries on five differentcontinents. He has delivered more than twothousand paid presentations as a professionalspeaker and holds the Certified SpeakingProfessional (CSP) designation from theNational Speakers Association, the highestearned level of excellence in the industry.

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Book Description McGraw-Hill Education - Europe, United States, 2010. Hardback. Book Condition: New. 232 x 152 mm. Language: English . Brand New Book. 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. Bookseller Inventory # AAC9780071738897

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Book Description McGraw-Hill Education - Europe, United States, 2010. Hardback. Book Condition: New. 232 x 152 mm. Language: English . Brand New Book. 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. Bookseller Inventory # AAC9780071738897

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