Competitive Selling
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Competitive Selling Out Plan Out Think And Out Sell To Win Every Time
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Author : Landy Chase
language : en
Publisher: McGraw Hill Professional
Release Date : 2010-07-23
Competitive Selling Out Plan Out Think And Out Sell To Win Every Time written by Landy Chase and has been published by McGraw Hill Professional this book supported file pdf, txt, epub, kindle and other format this book has been release on 2010-07-23 with Business & Economics categories.
Become a Dominant Predator in today’s dog-eat-dog sales environment There’s a hard fact that we all have to face: Buyers have evolved. They’ve become shopaholics. They almost never consider a single vendor when making a buying decision. Instead, they call you—and your competitors—and choose from multiple options. They know that pitting you against your competition always works to their benefit. In today’s sales environment, only the strongest and smartest live to sell another day. Master sales strategist Landy Chase calls these top performers dominant predators—salespeople who consistently win business, at higher prices, by crushing the competition at every turn. He knows exactly how they do it because he’s the one who teaches them how to do it. Now, it’s your turn. In Competitive Selling, Chase reveals the master strategy of the dominant predator, offering a proven, step-by-step process for entering the fray as a prepared and confident warrior. You’ll learn how to: Identify your competition before meeting with the buyer Open competitive selling opportunities Out-flank your competitors using the Client Needs Analysis Eliminate competitors without badmouthing them Stand out to the decision makers Win sales even as the higher-priced option It’s a jungle out there. The goal in today’s winner-take-all world of selling is to make every selling opportunity an unfair fight—in your favor. You have to adapt to your surroundings and take control of your environment. Be assured, your competitors are out there trying to do the same thing. Competitive Selling provides the techniques and skills for seizing the advantage before they even see you coming.
Competitive Selling The Guidebook To Resilient Virtual Selling
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Author : Stacia Skinner
language : en
Publisher:
Release Date : 2021-07-28
Competitive Selling The Guidebook To Resilient Virtual Selling written by Stacia Skinner and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2021-07-28 with categories.
We are in a new evolution of sales-one that requires new skills, a different mindset, and ongoing adaptability. Resilient virtual selling is what you need to stay one step ahead of this evolution and all others to come. In this book, you will learn the benefits of virtual selling and how to add it to your sales process, the recipe for successful sales communication, how to effectively reach and engage your prospects and customers, and much more! What we cover in this book is not just theory; it's based on practice and over 5,000 sales professionals who have tried, tested, and seen results with our virtual sales approach. Selling isn't easy. It's a constant evolution. You need to be ready to evolve and handle whatever is thrown your way. It's up to you to shift your thinking and go beyond your comfort zone. Are you up for the challenge?
Competitive Selling
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Author : Stacia Skinner
language : en
Publisher:
Release Date : 2019-04-30
Competitive Selling written by Stacia Skinner and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2019-04-30 with Business & Economics categories.
Competitive Selling: The Guidebook to Proactive Calling in a Reactive World is about the toughness and edge you need to be successful in the highly competitive world of professional sales. But it doesn't just give you theories . . . it gives you tried and true techniques to follow to be a proactive caller, in very practical terms. If you ever struggle with the actual words to say when you are prospecting, Competitive Selling will give you a solid foundation in the words to say and how to approach the call with confidence. Selling is filled with rejection, but if you expect the "No"s--and even welcome hearing them--you can be the one in control and work on turning around even the toughest potential clients. The louder the environment is for prospects and customers, the more highly skilled you need to be at quickly capturing their attention and following a set roadmap to the close of the sale. Dive into Competitive Selling and become better than the competition at starting high in an organization, following up, leaving an intriguing voicemail message that results in a return call, gaining a critical "next set time," and using email as an effective touch point. Prospecting for new business is not glamorous, but if you have a solid plan and the drive to follow through on your goals, you will be successful. Marisa Pensa and Stacia Skinner will help you attain that success.
How To Sell At Margins Higher Than Your Competitors
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Author : Lawrence L. Steinmetz
language : en
Publisher: John Wiley & Sons
Release Date : 2010-12-23
How To Sell At Margins Higher Than Your Competitors written by Lawrence L. Steinmetz and has been published by John Wiley & Sons this book supported file pdf, txt, epub, kindle and other format this book has been release on 2010-12-23 with Business & Economics categories.
Praise for How to Sell at Margins Higher Than Your Competitor "This is the complete book for both new and experienced salespeople and business owners to learn and re-learn the essentials for success. How to Sell at Margins Higher Than Your Competitors emphasizes the pricing strategies and tactics to increase the market share and profits of any organization. This is a book that is as important to presidents as it is to salespeople." --Bill Scales, CEO, Scales Industrial Technologies, Inc. "As the largest service provider in our industry, we have a significant market advantage. However, we constantly walk the pricing tightrope because, as this book so clearly states, 'business is a game of margins . . . not a game of volume!'" --John K. Harris, CEO, JK Harris & Company, LLC "If you live and die on price, this book could be your only lifeline." --Tom Reilly, CSP, author of Value-Added Selling and Crush Price Objections "How to Sell at Margins Higher Than Your Competitors successfully illustrates profitable sales truths to assist us in selling for maximum return. This book's well-researched, logical, and affirming words validate the simple fact that as a premium company we deserve premium margins. So, while our competitors reduce or match prices out of fear and scarcity, our managers, thanks to this powerful sales tool, can continue quoting and closing with profitable confidence." --Joe Bracket, President, Power Equipment Company "I learned a long time ago that it is pretty difficult to control what my competitors will do, but we must control what we do--like maintaining margins. This book is a 'wow!' that will help my salesmen crack bad habits. Sales organizations should design their entire training programs around the content in this book." --George C. Giessing, President, Brusco-Rich, Inc. "This energizing book is the 'right stuff' for every sales force. It should be a required study for every executive and sales professional who seeks to be successful." --David R. Little, Chairman and CEO, DXP Enterprises, Inc.
Collaborative Selling
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Author : Anthony J. Alessandra
language : en
Publisher:
Release Date : 1993-10-04
Collaborative Selling written by Anthony J. Alessandra and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 1993-10-04 with Business & Economics categories.
Collaborative selling comprises targeting your market, contacting your prospect, exploring your customer's needs, collaborating with your customer, confirming the sale, and assuring customer satisfaction.
Winning Back The Business
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Author : Sales Asylum Publication
language : en
Publisher:
Release Date : 2007-09
Winning Back The Business written by Sales Asylum Publication and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2007-09 with categories.
How To Get Your Competition Fired Without Saying Anything Bad About Them
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Author : Randy Schwantz
language : en
Publisher: John Wiley & Sons
Release Date : 2010-12-03
How To Get Your Competition Fired Without Saying Anything Bad About Them written by Randy Schwantz and has been published by John Wiley & Sons this book supported file pdf, txt, epub, kindle and other format this book has been release on 2010-12-03 with Business & Economics categories.
A six-step plan for driving a wedge between the competition and the customer For sales people, convincing a potential customer to choose them over the competition is no easy task, and especially when the competition already has the account. Finally, How to Get Your Competition Fired shows readers a proven system for breaking the relationship between the competition and the customer. Randy Schwantz's method, The Wedge(r), includes a six-step plan that drives a "wedge" between the competition and the customer. He shows how to reveal the competition's shortcomings without seeming to, letting prospects decide independently to dump their current provider, exclude other competitors and, finally, switch to the salesperson's product or service. Offering real tactics, not just theory, this is the only sales strategy that really works to break the relationship between customers and the competition and bring in more business, faster than ever. Randy Schwantz (Dallas, TX) is a leading authority and expert on the sales process. A highly successful sales professional, he is a nationally respected sales trainer, author, sales coach, consultant, and public speaker. Randy is President and CEO of The Wedge Group, whose clients include Fortune 500 companies as well as small businesses.
Collaborative Selling
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Author : Rick Barrera
language : en
Publisher: Morgan James Pub
Release Date : 2006-07
Collaborative Selling written by Rick Barrera and has been published by Morgan James Pub this book supported file pdf, txt, epub, kindle and other format this book has been release on 2006-07 with Business & Economics categories.
Based on a dynamic new approach proven in sales training programs in some of the nation's most successful companies, Collaborative Selling delivers a result-driven, six-step communication and problem-solving program that helps you accurately target your market... identify and contact your best prospects, explore and meet their needs and expectations, then work collaboratively to select the solutions that reward you both. This is just a sampling of the powerful techniques you will learn from this book: Create your competitive advantage statement-page 4 Determine how you stack up against your key competitors-pages 5-6 Who are your best, most profitable customers-pages 9-14 Creative direct mail/email copy-pages 31-35 Learn how to adapt your selling style to all four customer buying styles-pages 56-57 Take the listening skills assessment-pages 74-75 Dealing with acceptance and rejection-pages 125-128 The 1-5-15-30 follow-up schedule-pages 148-149 Expanding your business with current customers-pages 167-170 ""Collaborative Selling lays out a clear road map for value-added marketing."" - Buck Rodgers, Former Vice President of Marketing, IBM Corporation, Author, The IBM Way ""Tony and Rick are masters of win-win communications. Their new book will take you above and beyond the competition."" - Denis Waitley, Author, The New Dynamics of Winning ""Collaborative Selling offers a fresh, new look at the art of selling that focuses on solving customers' problems and meeting your customers' needs."" -Dr. Charles Garfield, President, The Charles Garfield Group
The New Power Base Selling
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Author : Jim Holden
language : en
Publisher: John Wiley & Sons
Release Date : 2012-04-18
The New Power Base Selling written by Jim Holden and has been published by John Wiley & Sons this book supported file pdf, txt, epub, kindle and other format this book has been release on 2012-04-18 with Business & Economics categories.
An updated and revised version of the business classic Power Base Selling Power Base Selling, originally published in 1990, left readers with an understanding of and language for gaining political advantage within accounts. Now famous among sellers, the concept of aligning with powerful customer individuals or "Foxes" is taken to a new level. The New Power Base Selling offers an updated and more in-depth edition of the original classic with an empirically based breakthrough to significantly increasing sales performance. It explains how competitive selling is as much a matter of politics, customer value, and strategy as it is a management science. Based on data from one of the most comprehensive sales surveys in the sales training industry, along with over 50,000 deal reviews, The New Power Base Selling will help salespeople quickly outfox the competition, impress customers with unexpected value, and achieve new levels of professional success. Create Demand, as well as competitively Service Demand Quickly leverage "Situational Power Bases" to drive up win rates Provide customers with value that advances their critical business initiatives Effectively use LinkedIn, Facebook, Twitter, and other social tools in a sales campaign Increase customer satisfaction and competitive differentiation See measurable gains and exceed quota when you leverage customer politics, value, and competitive strategy.
Smarketing
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Author : Timothy Hughes
language : en
Publisher: Kogan Page Publishers
Release Date : 2018-10-03
Smarketing written by Timothy Hughes and has been published by Kogan Page Publishers this book supported file pdf, txt, epub, kindle and other format this book has been release on 2018-10-03 with Business & Economics categories.
This is the first book that explores the shift that will become the future state operating model for companies seeking to remain competitive and relevant in this fast-changing digital world. Since the earliest days of 'modern' marketing and sales, the departments that ran these key functions have been separate empires. They have different leaders, different budgets, and different organizational structures. However, with the overwhelming impact of continuous disruption, many organizations have been left floundering, unsure of how to get traction in the market. The old rule book has been torn up and thrown away. Smarketing explains how and why companies should blend sales and marketing into one single, streamlined smarketing department. Sales people will become better marketers, and marketers better sales people, leading to bigger, better business growth all round. With clearly defined implementation strategies that can be applied by any company, regardless of size or sector, Smarketing is an invaluable resource for any marketing or sales professional looking to drive growth and success in the new era of marketing.