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

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ISBN: 9780071738897 | 0071738894
Cover: Hardcover
Copyright: 6/24/2010

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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:

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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.

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

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