Competitive Selling: Out-Plan, Out-Think, and Out-Sell to Win Every Time
About this ebook
There’s a hard fact that we all have to face: Buyers have evolved. They’ve become shopaholics. They almost never consider a single vendor when making a buying decision. Instead, they call you—and your competitors—and choose from multiple options. They know that pitting you against your competition always works to their benefit.
In today’s sales environment, only the strongest and smartest live to sell another day. Master sales strategist Landy Chase calls these top performers dominant predators—salespeople who consistently win business, at higher prices, by crushing the competition at every turn. He knows exactly how they do it because he’s the one who teaches them how to do it. Now, it’s your turn.
In Competitive Selling, Chase reveals the master strategy of the dominant predator, offering a proven, step-by-step process for entering the fray as a prepared and confident warrior. You’ll learn how to:
- Identify your competition before meeting with the buyer
- Open competitive selling opportunities
- Out-flank your competitors using the Client Needs Analysis
- Eliminate competitors without badmouthing them
- Stand out to the decision makers
- Win sales even as the higher-priced option
It’s a jungle out there. The goal in today’s winner-take-all world of selling is to make every selling opportunity an unfair fight—in your favor. You have to adapt to your surroundings and take control of your environment. Be assured, your competitors are out there trying to do the same thing. Competitive Selling provides the techniques and skills for seizing the advantage before they even see you coming.
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About the author
Landy Chase is a sales expert who specializes in increasing the effectiveness of business owners, sales executives and managers in sales and marketing skills. Since founding his company in 1993, he has given nearly two thousand paid presentations to corporate and association clients in over sixty different industries. He has worked all over the U.S. as well as with clients in Australia, Asia, Europe and South America. He has developed a reputation for delivering high-value, practical content, skillfully blended with humor, relevant examples and personal stories.
As a speaker with a client re-hire rate in excess of ninety percent, Chase's personal qualifications rank among the top sales trainers nationally and include repeat national President's Club awards as a sales professional, formal experience as a National Sales Trainer for a two-billion-dollar service provider, and management experience directing the efforts of sales forces in both small business and major-account sales. His programs focus on increasing revenue growth through improved sales process management.
He holds the Certified Speaking Professional (CSP) designation from the National Speakers Association, the highest earned level of excellence in the industry and a distinction representing the top seven percent of all members of the speaking profession. He has published over 100 articles and writes regular material for both print and online publications.
