Competitive Selling: Out-Plan, Out-Think, and Out-Sell to Win Every Time by Chase, Landy;

Short description:

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

Long description:

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

There’s a hard fact that we all have toface: Buyers have evolved. They’vebecome shopaholics. They almostnever consider a single vendor when makinga buying decision. Instead, they call you—and your competitors—and choose frommultiple options. They know that pitting youagainst your competition always works totheir benefit.

In today’s sales environment, only the strongestand smartest live to sell another day.Master sales strategist Landy Chase callsthese top performers dominant predators—salespeople who consistently win business,at higher prices, by crushing the competitionat every turn. He knows exactly how they do itbecause he’s the one who teaches them howto do it. Now, it’s your turn.

In Competitive Selling, Chase reveals themaster strategy of the dominant predator,offering a proven, step-by-step process forentering the fray as a prepared and confidentwarrior. You’ll learn how to:

• Identify your competition before meetingwith the buyer
• Open competitive selling opportunities
• Out-flank your competitors using theClient Needs Analysis
• Eliminate competitors withoutbadmouthing 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’swinner-take-all world of selling is to makeevery selling opportunity an unfair fight—inyour favor. You have to adapt to yoursurroundings and take control of your environment.Be assured, your competitors areout there trying to do the same thing.Competitive Selling provides the techniquesand skills for seizing the advantage beforethey even see you coming.

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

There’s a hard fact that we all have toface: Buyers have evolved. They’vebecome shopaholics. They almostnever consider a single vendor when makinga buying decision. Instead, they call you—and your competitors—and choose frommultiple options. They know that pitting youagainst your competition always works totheir benefit.

In today’s sales environment, only the strongestand smartest live to sell another day.Master sales strategist Landy Chase callsthese top performers dominant predators—salespeople who consistently win business,at higher prices, by crushing the competitionat every turn. He knows exactly how they do itbecause he’s the one who teaches them howto do it. Now, it’s your turn.

In Competitive Selling, Chase reveals themaster strategy of the dominant predator,offering a proven, step-by-step process forentering the fray as a prepared and confidentwarrior. You’ll learn how to:

• Identify your competition before meetingwith the buyer
• Open competitive selling opportunities
• Out-flank your competitors using theClient Needs Analysis
• Eliminate competitors withoutbadmouthing 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’swinner-take-all world of selling is to makeevery selling opportunity an unfair fight—inyour favor. You have to adapt to yoursurroundings and take control of your environment.Be assured, your competitors areout there trying to do the same thing.Competitive Selling provides the techniquesand skills for seizing the advantage beforethey even see you coming.

Table of Contents:

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