Competitive selling : out-plan, out-think, and out-sell to win every time /
By: Chase, Landy
Material type:
BookPublisher: New York : McGraw-Hill, c2010.Description: viii, 262 p. : ill ; 24 cm.ISBN: 9780071738897 (alk. paper); 0071738894 (alk. paper)Subject(s): Selling | Pricing | Competition | Selling | CompetitionDDC classification: 658.85 | Item type | Home library | Call number | Status | Date due | Barcode | Item holds |
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| REGULAR | University of Wollongong in Dubai Main Collection | 658.85 CH CO (Browse shelf) | Available | T0041085 |
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| 658.85 BU SE Selling : principles and practices / | 658.85 CA BR Brilliant selling : what the best salespeople know, do and say / | 658.85 CA SE Sell or be sold : | 658.85 CH CO Competitive selling : out-plan, out-think, and out-sell to win every time / | 658.85 CH SE Self-management and self-marketing : a strategic approach to employability skills development / | 658.85 DE SE Selling to win / | 658.85 DI CH The challenger sale : taking control of the customer conversation / |
Includes index.
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 the budget : how to present the winning proposal -- Gaining the upper hand : negotiatingin the competitive sale -- The art of closing : getting to "yes" without lowering your fees -- Behind enemy lines : howto sell to the competitive user -- It is what it is : how the ordinary become extraordinary.
Sales strategist Landy Chase offers a step-by-step process and techniques for being a successful salesperson through preparation and confidence.
Adult Follett Library Resources.