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Competitive selling : out-plan, out-think, and out-sell to win every time / Landy Chase.

By: Material type: TextTextPublication details: New York : McGraw-Hill, c2010.Edition: 1st edDescription: viii, 262 p. : ill. ; 24 cmISBN:
  • 9780071738897 (alk. paper)
  • 0071738894 (alk. paper)
Subject(s): LOC classification:
  • HF5438.25 .C487 2010
Contents:
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.
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Holdings
Item type Home library Collection Call number Copy number Status Date due Barcode
Open Shelf Books 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.