Competitive selling
Subtitle: out-plan, out-think, and out-sell to win every time
By: Landy Chase.
Edition: 1st ed.
Publisher: McGraw-Hill
Published: 2010
Place of publication: New York, NY
Language: eng
ISBN-13: 9780071738897
Subjects: Selling; Pricing; Competition
Notes: Includes index.
Table of contents: title: Value vs. price : the real reason you lose to competition; title: Due diligence : establishing the competitive playing field; title: The notorious d. i. g. : how to conduct the client needs analysis; title: Role call : identifying the inner circle; title: Games people play : politics in the competitive sale; title: Face time : how to gain access to the inner circle; title: The process of elimination : removing competitors from consideration; title: Forget about the budget : how to present the winning proposal; title: Gaining the upper hand : negotiating in the competitive sale; title: The art of closing : getting to "yes" without lowering your fees; title: Behind enemy lines : how to sell to the competitive user; title: It is what it is : how the ordinary become extraordinary.