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

4 avg rating
( 3 ratings by Goodreads )
 
9780071738897: Competitive Selling: Out-Plan, Out-Think, and Out-Sell to Win Every Time

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

There’s a hard fact that we all have to face: Buyers have evolved. They’ve become shopaholics. They almost never consider a single vendor when making a buying decision. Instead, they call you― and your competitors―and choose from multiple options. They know that pitting you against your competition always works to their benefit.

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

In Competitive Selling, Chase reveals the master strategy of the dominant predator, offering a proven, step-by-step process for entering the fray as a prepared and confident warrior. You’ll learn how to:

  • 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 even as the higher-priced option

It’s a jungle out there. The goal in today’s winner-take-all world of selling is to make every selling opportunity an unfair fight―in your favor. You have to adapt to your surroundings and take control of your environment. Be assured, your competitors are out there trying to do the same thing. Competitive Selling provides the techniques and skills for seizing the advantage before they even see you coming.

"synopsis" may belong to another edition of this title.

From the Back Cover:

Competitive Selling has what you need to out-maneuver, out-negotiate, and out-sell everyone who stands between you and the sale. It reveals exactly how today’s highest achievers win every battle and provides a blueprint for replicating this 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, Competitive Selling provides a brutally realistic view of the sales environment today and offers the means for fighting your way to the top of the food chain―and staying there.

About the Author:

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.

"About this title" may belong to another edition of this title.

Top Search Results from the AbeBooks Marketplace

1.

Chase, Landy
ISBN 10: 0071738894 ISBN 13: 9780071738897
New Quantity Available: > 20
Seller:
Pbshop
(Wood Dale, IL, U.S.A.)
Rating
[?]

Book Description 2010. HRD. Book Condition: New. New Book.Shipped from US within 10 to 14 business days. Established seller since 2000. Bookseller Inventory # IB-9780071738897

More Information About This Seller | Ask Bookseller a Question

Buy New
12.18
Convert Currency

Add to Basket

Shipping: 3.02
Within U.S.A.
Destination, Rates & Speeds

2.

Chase, Landy
Published by McGraw-Hill 7/2/2010 (2010)
ISBN 10: 0071738894 ISBN 13: 9780071738897
New Hardcover Quantity Available: 5
Seller:
BargainBookStores
(Grand Rapids, MI, U.S.A.)
Rating
[?]

Book Description McGraw-Hill 7/2/2010, 2010. Hardback or Cased Book. Book Condition: New. Competitive Selling: Out-Plan, Out-Think, and Out-Sell to Win Every Time. Book. Bookseller Inventory # BBS-9780071738897

More Information About This Seller | Ask Bookseller a Question

Buy New
15.76
Convert Currency

Add to Basket

Shipping: FREE
Within U.S.A.
Destination, Rates & Speeds

3.

Landy Chase
Published by McGraw-Hill Education - Europe, United States (2010)
ISBN 10: 0071738894 ISBN 13: 9780071738897
New Hardcover Quantity Available: 10
Seller:
The Book Depository
(London, United Kingdom)
Rating
[?]

Book Description McGraw-Hill Education - Europe, United States, 2010. Hardback. Book Condition: New. Language: English . Brand New Book. Become a Dominant Predator in today s dog-eat-dog sales environment There s a hard fact that we all have to face: Buyers have evolved. They ve become shopaholics. They almost never consider a single vendor when making a buying decision. Instead, they call you- and your competitors-and choose from multiple options. They know that pitting you against your competition always works to their benefit. In today s sales environment, only the strongest and smartest live to sell another day. Master sales strategist Landy Chase calls these top performers dominant predators- salespeople who consistently win business, at higher prices, by crushing the competition at every turn. He knows exactly how they do it because he s the one who teaches them how to do it. Now, it s your turn. In Competitive Selling, Chase reveals the master strategy of the dominant predator, offering a proven, step-by-step process for entering the fray as a prepared and confident warrior. You ll learn how to: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 even as the higher-priced option It s a jungle out there. The goal in today s winner-take-all world of selling is to make every selling opportunity an unfair fight-in your favor. You have to adapt to your surroundings and take control of your environment. Be assured, your competitors are out there trying to do the same thing. Competitive Selling provides the techniques and skills for seizing the advantage before they even see you coming. Bookseller Inventory # AAC9780071738897

More Information About This Seller | Ask Bookseller a Question

Buy New
15.88
Convert Currency

Add to Basket

Shipping: FREE
From United Kingdom to U.S.A.
Destination, Rates & Speeds

4.

Chase, Landy
Published by McGraw-Hill Education (2010)
ISBN 10: 0071738894 ISBN 13: 9780071738897
New Hardcover Quantity Available: > 20
Seller:
Murray Media
(North Miami Beach, FL, U.S.A.)
Rating
[?]

Book Description McGraw-Hill Education, 2010. Hardcover. Book Condition: New. Never used!. Bookseller Inventory # 0071738894

More Information About This Seller | Ask Bookseller a Question

Buy New
14.92
Convert Currency

Add to Basket

Shipping: 1.51
Within U.S.A.
Destination, Rates & Speeds

5.

Chase, Landy
Published by McGraw-Hill Education
ISBN 10: 0071738894 ISBN 13: 9780071738897
New Hardcover Quantity Available: 1
Seller:
Bookhouse COM LLC
(Philadelphia, PA, U.S.A.)
Rating
[?]

Book Description McGraw-Hill Education. Hardcover. Book Condition: New. 0071738894. Bookseller Inventory # Z0071738894ZN

More Information About This Seller | Ask Bookseller a Question

Buy New
17.45
Convert Currency

Add to Basket

Shipping: FREE
Within U.S.A.
Destination, Rates & Speeds

6.

Chase, Landy
Published by McGraw-Hill Education
ISBN 10: 0071738894 ISBN 13: 9780071738897
New Hardcover Quantity Available: 1
Seller:
BookShop4U
(PHILADELPHIA, PA, U.S.A.)
Rating
[?]

Book Description McGraw-Hill Education. Hardcover. Book Condition: New. 0071738894. Bookseller Inventory # Z0071738894ZN

More Information About This Seller | Ask Bookseller a Question

Buy New
17.45
Convert Currency

Add to Basket

Shipping: FREE
Within U.S.A.
Destination, Rates & Speeds

7.

Chase, Landy
Published by McGraw-Hill Education
ISBN 10: 0071738894 ISBN 13: 9780071738897
New Hardcover Quantity Available: 1
Seller:
Vital Products COM LLC
(Southampton, PA, U.S.A.)
Rating
[?]

Book Description McGraw-Hill Education. Hardcover. Book Condition: New. 0071738894. Bookseller Inventory # Z0071738894ZN

More Information About This Seller | Ask Bookseller a Question

Buy New
17.45
Convert Currency

Add to Basket

Shipping: FREE
Within U.S.A.
Destination, Rates & Speeds

8.

Landy Chase
Published by McGraw-Hill Education - Europe, United States (2010)
ISBN 10: 0071738894 ISBN 13: 9780071738897
New Hardcover Quantity Available: 10
Seller:
The Book Depository US
(London, United Kingdom)
Rating
[?]

Book Description McGraw-Hill Education - Europe, United States, 2010. Hardback. Book Condition: New. Language: English . Brand New Book. Become a Dominant Predator in today s dog-eat-dog sales environment There s a hard fact that we all have to face: Buyers have evolved. They ve become shopaholics. They almost never consider a single vendor when making a buying decision. Instead, they call you- and your competitors-and choose from multiple options. They know that pitting you against your competition always works to their benefit. In today s sales environment, only the strongest and smartest live to sell another day. Master sales strategist Landy Chase calls these top performers dominant predators- salespeople who consistently win business, at higher prices, by crushing the competition at every turn. He knows exactly how they do it because he s the one who teaches them how to do it. Now, it s your turn. In Competitive Selling, Chase reveals the master strategy of the dominant predator, offering a proven, step-by-step process for entering the fray as a prepared and confident warrior. You ll learn how to: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 even as the higher-priced option It s a jungle out there. The goal in today s winner-take-all world of selling is to make every selling opportunity an unfair fight-in your favor. You have to adapt to your surroundings and take control of your environment. Be assured, your competitors are out there trying to do the same thing. Competitive Selling provides the techniques and skills for seizing the advantage before they even see you coming. Bookseller Inventory # AAC9780071738897

More Information About This Seller | Ask Bookseller a Question

Buy New
17.64
Convert Currency

Add to Basket

Shipping: FREE
From United Kingdom to U.S.A.
Destination, Rates & Speeds

9.

Chase, Landy
Published by McGraw-Hill Education
ISBN 10: 0071738894 ISBN 13: 9780071738897
New Hardcover Quantity Available: 10
Seller:
Lakeside Books
(Benton Harbor, MI, U.S.A.)
Rating
[?]

Book Description McGraw-Hill Education. Hardcover. Book Condition: New. 0071738894 BRAND NEW, GIFT QUALITY! NOT OVERSTOCKS OR MARKED UP REMAINDERS! DIRECT FROM THE PUBLISHER!|1.19. Bookseller Inventory # OTF-S-9780071738897

More Information About This Seller | Ask Bookseller a Question

Buy New
15.12
Convert Currency

Add to Basket

Shipping: 3.02
Within U.S.A.
Destination, Rates & Speeds

10.

Landy Chase
Published by McGraw-Hill
ISBN 10: 0071738894 ISBN 13: 9780071738897
New Hardcover Quantity Available: > 20
Seller:
BuySomeBooks
(Las Vegas, NV, U.S.A.)
Rating
[?]

Book Description McGraw-Hill. Hardcover. Book Condition: New. Hardcover. 272 pages. Dimensions: 9.1in. x 6.0in. x 1.1in.Become a Dominant Predator in todays dog-eat-dog sales environment Theres a hard fact that we all have to face: Buyers have evolved. Theyve become shopaholics. They almost never consider a single vendor when making a buying decision. Instead, they call you and your competitorsand choose from multiple options. They know that pitting you against your competition always works to their benefit. In todays sales environment, only the strongest and smartest live to sell another day. Master sales strategist Landy Chase calls these top performers dominant predators salespeople who consistently win business, at higher prices, by crushing the competition at every turn. He knows exactly how they do it because hes the one who teaches them how to do it. Now, its your turn. In Competitive Selling, Chase reveals the master strategy of the dominant predator, offering a proven, step-by-step process for entering the fray as a prepared and confident warrior. Youll learn how to: 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 even as the higher-priced option Its a jungle out there. The goal in todays winner-take-all world of selling is to make every selling opportunity an unfair fightin your favor. You have to adapt to your surroundings and take control of your environment. Be assured, your competitors are out there trying to do the same thing. Competitive Selling provides the techniques and skills for seizing the advantage before they even see you coming. This item ships from multiple locations. Your book may arrive from Roseburg,OR, La Vergne,TN. Hardcover. Bookseller Inventory # 9780071738897

More Information About This Seller | Ask Bookseller a Question

Buy New
20.24
Convert Currency

Add to Basket

Shipping: FREE
Within U.S.A.
Destination, Rates & Speeds

There are more copies of this book

View all search results for this book