Competitive selling : out-plan, out-think, and out-sell to win every time /
| Main Author: | |
|---|---|
| Format: | Book |
| Language: | English |
| Published: |
New York :
McGraw-Hill,
[2010]
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| Edition: | 1st ed. |
| Subjects: |
Table of Contents:
- 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.