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

by Brooks, William T.; Brooks, William P. G.

• ISBN13: 9780470260357
• ISBN10: 0470260351
• Edition: 1st
• Format: Hardcover
• Copyright: 2009-10-26
• Publisher: Wiley

Summary

The small or mid-sized business's guide to outselling the big boysOften, small or mid-sized businesses don't think they have the resources or the talent to compete with the larger competitors in their industry. But just because they don't have the advertising budgets or purchasing power of their bigger counterparts doesn't mean they can't play ball. For sales organizations, service matters much more than size.If your sales business is competing with much bigger fish, the odds are stacked against you. Pressured and powerless, frustrated and overwhelmed, you might be tempted to give up. But smaller businesses often find advantages over their bigger competitors. Includes proven tactics to help small businesses tackle bigger competitors Author William Brooks is also the author of The New Science of Selling and Persuasion and How to Sell at Higher Margins Than Your Competitors Shows you how to steal market share from bigger vendors with bigger resourcesJust because your business can't flood the market with salespeople or contend on economy of scale and purchasing power, that doesn't mean you can't compete. The secret is Playing Bigger Than You Are.

Author Biography

William T. Brooks (1945 – 2007) was widely regarded as a leading authority on sales and sales management. He was the founder, CEO, and driving force behind The Brooks Group, growing the company over more than thirty years into an internationally recognized sales and sales management training and consulting firm.

William P. G. Brooks has worked with hundreds of companies across dozens of industries to help them improve their sales and sales management training initiatives. He is dedicated to carrying on his father's mission to help salespeople and their managers grow personally and professionally.

Table of Contents

Preface	p. ix
About the Authors	p. xi
Selling to Giants Will Transform Your Business	p. 1
Small Businesses Are Uniquely Qualified to Sell to Giants	p. 25
Finding Friendly Giants	p. 43
How Corporations Buy	p. 63
What's Preventing You From Winning Big?	p. 85
The Mental Side of Selling to the Giants	p. 99
Positioning Yourself to Sell to the Giants	p. 119
Learning the Buyer's Language	p. 141
Developing Your Sales Presentation	p. 165
Making a Successful Bid	p. 185
You've Won It, Now Build On It	p. 205
Index	p. 223
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