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

Overview

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

...

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

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Overview

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.

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Product Details

  • ISBN-13: 9780071738897
  • Publisher: McGraw-Hill Professional Publishing
  • Publication date: 6/3/2010
  • Edition number: 1
  • Pages: 272
  • Product dimensions: 5.90 (w) x 9.10 (h) x 1.10 (d)

Meet 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.

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