Competitive selling :
Chase, Landy.
Competitive selling : out-plan, out-think, and out-sell to win every time / Landy Chase. - 1st ed. - New York : McGraw-Hill, c2010. - viii, 262 p. : ill. ; 24 cm.
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 about the budget : how to present the winning proposal -- Gaining the upper hand : negotiating in the competitive sale -- The art of closing : getting to "yes" without lowering your fees -- Behind enemy lines : how to sell to the competitive user -- It is what it is : how the ordinary become extraordinary.
9780071738897 (alk. paper) 0071738894 (alk. paper)
2010003195
Selling
Pricing.
Competition.
HF5438.25 / .C487 2010
Competitive selling : out-plan, out-think, and out-sell to win every time / Landy Chase. - 1st ed. - New York : McGraw-Hill, c2010. - viii, 262 p. : ill. ; 24 cm.
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 about the budget : how to present the winning proposal -- Gaining the upper hand : negotiating in the competitive sale -- The art of closing : getting to "yes" without lowering your fees -- Behind enemy lines : how to sell to the competitive user -- It is what it is : how the ordinary become extraordinary.
9780071738897 (alk. paper) 0071738894 (alk. paper)
2010003195
Selling
Pricing.
Competition.
HF5438.25 / .C487 2010