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

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

• ISBN13: 9780470541814
• ISBN10: 0470541814
• Format: eBook
• Copyright: 2009-10-01
• Publisher: Wiley

Summary

The small or mid-sized business' guide to outselling the big boys Often, 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. bull; Includes proven tactics to help small businesses tackle bigger competitors bull; Author William T. Brooks is also the author of The New Science of Selling and Persuasion and How to Sell at Higher Margins Than Your Competitors bull; Shows you how to steal market share from bigger vendors with bigger resources Just 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.

Table of Contents

Preface

About the Authors

Selling to Giants Will Transform Your Business

Small Businesses Are Uniquely Qualified to Sell to Giants

Finding Friendly Giants

How Corporations Buy

What's Preventing You From Winning Big?

The Mental Side of Selling to the Giants

Positioning Yourself to Sell to the Giants

Learning the Buyer's Language

Developing Your Sales Presentation

Making a Successful Bid

You've Won It, Now Build On It

Index

Table of Contents provided by Publisher. All Rights Reserved.