http://www.loc.gov/mods/v3 http://www.loc.gov/standards/mods/v3/mods-3-2.xsd
out-plan, out-think, and out-sell to win every time
viii, 262 pages : illustrations ; 24 cm.
Value versus price : the real reason you lose to competition -- Due diligence : establishing the competitive playing field -- The notorious D.I.G. : how to conduct the client needs analysis -- Role call : identifying the inner circle -- Games people play : politics in the competitive sale -- Face time : how to gain access to the inner circle -- The process of elimination : removing competitors from consideration -- Forget about the budget : how to present the winning proposal -- Gaining the upper hand : negotiating in the competitive sale -- The art of closing : getting to "yes" without lowering your fees -- Behind enemy lines : how to sell to the competitive user -- It is what it is : how the ordinary become extraordinary.