Playing Bigger Than You Are: How to Sell Big Accounts Even if You're David in a World of Goliaths

Overview

If you're a small business, it seems inconceivable that a giant corporation might need your help. But it's a fact-the larger a company is, and the farther it extends its reach, the more it needs service and product providers who operate on a local and regional level. Whether you provide a product or a service, whether your business is in its formative stages or has created a strong local presence, you have a knowledge of customers and products that can only be gained from your ...

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Overview

If you're a small business, it seems inconceivable that a giant corporation might need your help. But it's a fact-the larger a company is, and the farther it extends its reach, the more it needs service and product providers who operate on a local and regional level. Whether you provide a product or a service, whether your business is in its formative stages or has created a strong local presence, you have a knowledge of customers and products that can only be gained from your valuable perspective on the ground.

From the birth of their business more than thirty years ago, the owners of The Brooks Group have lived the reality of building a small training business into a large purveyor of vital sales consultation services. Over that time span, they created the time-tested techniques that William P.G. Brooks and William T. Brooks bring to your doorstep with Playing Bigger Than You Are. This book will show you the benefits of investing your time and marketing efforts into winning larger accounts and give you all the tools you need to ensure your long-term business growth.

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Product Details

  • ISBN-13: 9780470260357
  • Publisher: Wiley
  • Publication date: 10/26/2009
  • Edition number: 1
  • Pages: 240
  • Product dimensions: 6.10 (w) x 9.10 (h) x 1.00 (d)

Table of Contents

Preface ix

About the Authors xi

1 Selling to Giants Will Transform Your Business 1

2 Small Businesses Are Uniquely Qualified to Sell to Giants 25

3 Finding Friendly Giants 43

4 How Corporations Buy 63

5 What's Preventing You From Winning Big? 85

6 The Mental Side of Selling to the Giants 99

7 Positioning Yourself to Sell to the Giants 119

8 Learning the Buyer's Language 141

9 Developing Your Sales Presentation 165

10 Making a Successful Bid 185

11 You've Won It, Now Build On It 205

Index 223

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Sort by: Showing all of 3 Customer Reviews
  • Posted October 22, 2009

    more from this reviewer

    I Also Recommend:

    I trust The Brooks Group

    Bill & Will Brooks know how to overcome huge competitive challenges because they have been there. With over 30 years of sales and sales training for thousands of clients this is your best source for the right skills & strategies. When you don't have the edge in credentials or technology or track record, you can still win by focusing on what the customer really cares about. Learn to build Trust by trusting The Brooks Group.
    Jim Cathcart
    http://Cathcart.com
    author of Relationship Selling

    1 out of 1 people found this review helpful.

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    Posted March 8, 2010

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