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

Overview

Become a Dominant Predator ...

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

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Overview

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.

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Product Details

  • ISBN-13: 9780071738897
  • Publisher: McGraw-Hill Professional Publishing
  • Publication date: 6/3/2010
  • Edition number: 1
  • Pages: 272
  • Sales rank: 1,510,946
  • 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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