Competitive selling : out-plan, out-think, and out-sell to win every time / Landy Chase.
Material type: TextPublication details: New York : McGraw-Hill, c2010.Edition: 1st edDescription: viii, 262 p. : ill. ; 24 cmISBN:- 9780071738897 (alk. paper)
- 0071738894 (alk. paper)
- HF5438.25 .C487 2010
Item type | Home library | Collection | Call number | Copy number | Status | Date due | Barcode | |
---|---|---|---|---|---|---|---|---|
Open Shelf Books | Al-Ghazali Library | BKS | HF5438.25.C487 2010 (Browse shelf(Opens below)) | 1 | Available | GHAZ13052954 |
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.