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

Chase, Landy

Hardcover

ISBN 10: 0071738894 ISBN 13: 9780071738897

Publisher: McGraw Hill, 2010

Synopsis

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.

About 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.

Edition details

• Publisher: McGraw Hill
• Publication date: 2010
• ISBN 10: 0071738894
• ISBN 13: 9780071738897
• Binding: Hardcover
• Language: English
• Edition number: 1
• Number of pages: 272