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

by Chase, Landy

• ISBN13: 9780071738897
• ISBN10: 0071738894
• Edition: 1st
• Format: Hardcover
• Copyright: 2010-06-24
• Publisher: McGraw Hill

Summary

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:

Author Biography

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. He lives in Charlotte, North Carolina

Table of Contents

Acknowledgments	p. vii
Introduction: The Dominant Predator	p. 1
Value versus Price: The Real Reason You Lose to Competition	p. 7
Due Diligence: Establishing the Competitive Playing Field	p. 31
The Notorious D.I.G.: How to Conduct the Client Needs Analysis	p. 53
Role Call: Identifying the Inner Circle	p. 75
Games People Play: Politics in the Competitive Sale	p. 95
Face Time: How to Gain Access to the Inner Circle	p. 113
The Process of Elimination: Removing Competitors from Consideration	p. 133
Forget the Budget: How to Present the Winning Proposal	p. 153
Gaining the Upper Hand: Negotiation in the Competitive Sale	p. 173
The Art of Closing: Getting to "Yes" Without Lowering Your Fees	p. 191
Behind Enemy Lines: How to Sell to the Competitive User	p. 215
It Is What It Is: How the Ordinary Become Extraordinary	p. 235
Index	p. 257
Table of Contents provided by Ingram. All Rights Reserved.