Eliminate Your Competition
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Eliminate Your Competition
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Author : Sean O'Shaughnessey
language : en
Publisher:
Release Date : 2018-05-14
Eliminate Your Competition written by Sean O'Shaughnessey and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2018-05-14 with categories.
Most salespeople lose the deal before they ever get started! It isn't uncommon for the customer to have already made a decision before most salespeople even learn of the opportunity. Most salespeople have to beat the preferred competitor by a significant margin just to be considered equivalent. Don't you wish that you could be the preferred vendor in all of your opportunities? Selling is a difficult career in which to make a living; it is not uncommon to have the commission check denied before the salesperson even gets a chance to win. Analysis of thousands of sales situations has made it phenomenally obvious that most salespeople begin their sales campaign so late in the decision-making process that they are virtually guaranteed to lose the order. To make matters worse, when they do start the campaign early enough, most salespeople do not know how to control the prospect adequately so that they can guarantee their victory. Typical turnover for a sales department is 10-20%. Many companies see turnover that approaches 40-60%! This turnover costs them 50% of their revenue-generating capability. In any organization that exceeds 25% turnover, the loss of trust with the customer can be astounding as the new salesperson tries to rebuild the entire relationship. In any given quarter dozens or hundreds of companies do not make their forecasted numbers and are dramatically punished by Wall Street. This book will provide the management of a company with a framework to teach their salespeople how to attain their quotas with higher profits. It will also allow salespeople to rise to the top of their organization and be the super-achievers who win awards, trips, bonuses, and respect. In this book, I will show you how to eliminate your competition and maximize your commission.
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.
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.
Outsmarting Your Competitors
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Author : Patrick Forsyth
language : en
Publisher: Marshall Cavendish
Release Date : 2007
Outsmarting Your Competitors written by Patrick Forsyth and has been published by Marshall Cavendish this book supported file pdf, txt, epub, kindle and other format this book has been release on 2007 with Selling categories.
The Ultimate Marketing Tool How To Stand Out In The Marketplace And Eliminate Your Competition
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Author : Doug Johnson
language : en
Publisher:
Release Date : 2014-03-19
The Ultimate Marketing Tool How To Stand Out In The Marketplace And Eliminate Your Competition written by Doug Johnson and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2014-03-19 with Business & Economics categories.
With this new book, Doug Johnson, winner of the Best New Sales Advice Book Award and the 50 Great Writers You Should Be Reading Award, shows you how to get the ultimate marketing edge for your business. Have you ever wondered if you could make your business stand our from your competition? Traditional marketing methods like print advertising, radio, TV, and other formats have become more and more difficult to reach a payoff for your business. You've tried social media and found limited, if any, success. It's hard to get prospective customers to consider anything other than price when comparing you to your competitors. Business is tough enough to come by during good times, let alone when the economy is difficult. What do you do? There is an answer: A solution that will make your business stand out from the competition. It's the Ultimate Marketing Tool. The Ultimate Marketing Tool can: Allow you to grow your business regardless of the economy. Put you in a place that eliminates price competition. Help you establish your business as unique in the market, putting you on an entirely different level when being compared to your competition. In this book you will learn how you can get the edge on your competition and have the Ultimate Marketing Tool work for you.
Different
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Author : Youngme Moon
language : en
Publisher: Crown Currency
Release Date : 2010-04-06
Different written by Youngme Moon and has been published by Crown Currency this book supported file pdf, txt, epub, kindle and other format this book has been release on 2010-04-06 with Business & Economics categories.
What if working like crazy to beat the competition did exactly the opposite, making you mediocre and more like the competition? In today’s world of overabundant consumer choices and superfluous apps, upgrades, add-ons, and features, brands have become nearly identical, as their efforts to outdo one another have pushed them into a dizzying herd of indistinct options. Youngme Moon identifies the outliers, the mavericks, the iconoclasts—the players who have thoughtfully rejected orthodoxy in favor of an approach that is more adventurous. Some are even “hostile,” almost daring you to buy what they are selling. Using her original research on companies such as IKEA and Google, Moon will inspire you to be counterintuitive and meaningfully different—to rethink your business strategy, to stop conforming and start deviating, to stop emulating and start innovating. Because to stand out you must become the exception, not the rule.
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.
No Contest
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Author : Alfie Kohn
language : en
Publisher: Houghton Mifflin Harcourt
Release Date : 1992
No Contest written by Alfie Kohn and has been published by Houghton Mifflin Harcourt this book supported file pdf, txt, epub, kindle and other format this book has been release on 1992 with Aggressiveness categories.
Argues that competition is inherently destructive and that competitive behavior is culturally induced, counter-productive, and causes anxiety, selfishness, self-doubt, and poor communication.
Monopolize Your Marketplace
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Author : Richard Harshaw
language : en
Publisher: Executive Excellence Publishing
Release Date : 2004
Monopolize Your Marketplace written by Richard Harshaw and has been published by Executive Excellence Publishing this book supported file pdf, txt, epub, kindle and other format this book has been release on 2004 with Competition categories.
Everything You've Ever Learned About Marketing And Advertising Is Wrong. Everything You've Ever Heard, Everything You've Ever Tried, And Everything You've Ever Done Is All Wrong! Most people don't get this simple marketing truth: Marketing's job is to facilitate the prospects' decision-making process and cause them to say, I would have to be an absolute fool to do business with anyone else but you -- -- regardless of price. Start marketing the right way today, and start seeing real results.
Blue Ocean Shift
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Author : Renee Mauborgne
language : en
Publisher: Pan Macmillan
Release Date : 2017-09-21
Blue Ocean Shift written by Renee Mauborgne and has been published by Pan Macmillan this book supported file pdf, txt, epub, kindle and other format this book has been release on 2017-09-21 with Business & Economics categories.
The New York Times and No. 1 Wall Street Journal bestseller Blue Ocean Shift is the essential follow-up to the classic Blue Ocean Strategy, the 3.6 million copy global bestseller by world-renowned professors W. Chan Kim and Renee Mauborgne. Drawing on more than a decade of new work, Kim and Mauborgne show you how to move beyond competing, how to inspire people’s confidence and seize new growth, guiding you step by step through how to take your organization from a red ocean, crowded with competition, to a blue ocean of uncontested market space. By combining the insights of human psychology with practical market-creating tools and real-world guidance, Kim and Mauborgne deliver the definitive guide to shift yourself, your team, or your organization to new heights of confidence, market creation and growth. They show why non-disruptive creation is as important as disruption in seizing new growth. Blue Ocean Shift is packed with all-new research and examples of how leaders in diverse industries and organizations made the shift and created new markets by applying the processes and tools outlined in the book. Whether you are a cash-strapped start-up or a large, established company, a non-profit or national government, you will learn how to move from red to blue oceans in a way that builds people’s confidence so that they own and drive the process. With battle-tested lessons learned from successes and failures in the field, Blue Ocean Shift is critical reading for leaders, managers and entrepreneurs alike. You’ll learn what works, what doesn’t, and how to avoid the pitfalls along the way. This book will empower you to succeed as you embark on your own blue ocean journey. Blue Ocean Shift is indispensable for anyone committed to building a compelling future.