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Competitive Selling: Out-Plan, Out-Think, and Out-Sell to Win Every Time Hardcover – June 24, 2010


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Product Details

  • Hardcover: 272 pages
  • Publisher: McGraw-Hill; 1 edition (June 24, 2010)
  • Language: English
  • ISBN-10: 0071738894
  • ISBN-13: 978-0071738897
  • Product Dimensions: 9.3 x 6.2 x 0.9 inches
  • Shipping Weight: 1.2 pounds (View shipping rates and policies)
  • Average Customer Review: 5.0 out of 5 stars  See all reviews (3 customer reviews)
  • Amazon Best Sellers Rank: #939,350 in Books (See Top 100 in Books)

Editorial Reviews

From the Back Cover

Competitive Selling has what you need to out-maneuver, out-negotiate, and out-sell everyone who stands between you and the sale. It reveals exactly how today’s highest achievers win every battle and provides a blueprint for replicating this success, including how to:

  • Position yourself as the expert on your client’s needs
  • Differentiate your value proposition from that of the competition
  • Access the most important decision makers prior to writing a proposal
  • Sell winning proposals that ignore stated budgets
  • Negotiate effectively when selling against other competitors
  • Close sales that lock out competitors and win you the business

A complete reeducation on how to approach the sales process, Competitive Selling provides a brutally realistic view of the sales environment today and offers the means for fighting your way to the top of the food chain—and staying there.

About the Author

Landy Chase founded his own sales training and consulting firm in 1993 and has clients in more than sixty industries on five different continents. He has delivered more than two thousand paid presentations as a professional speaker and holds the Certified Speaking Professional (CSP) designation from the National Speakers Association, the highest earned level of excellence in the industry.


More About the Author

Landy Chase has worked with the sales forces of clients in over sixty different industries as a speaker, sales trainer, and advisor since founding his company, Landy Chase Incorporated, in 1993. His selling career included repeat President's Club awards as a sales person, experience as a National Sales Trainer for a two-billion dollar corporation, and field experience as a sales manager in both small-business and major-account B2B environments. He writes extensively as a columnist for a number of business publications and has published hundreds of articles on selling skills and sales management.

Chase is a graduate of The Citadel, the Military College of South Carolina, and holds an M.B.A. from Xavier University in Cincinnati, Ohio. He has given over 2,000 paid speaking engagements and holds the Certified Speaking Professional (C.S.P.) designation from the National Speakers Association, the highest earned level of excellence in the speaking industry and a distinction representing the top seven percent of all speakers world-wide.

For more information: www.landychase.com

Customer Reviews

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Most Helpful Customer Reviews

2 of 2 people found the following review helpful By Tony Deblauwe on December 4, 2010
Format: Hardcover
This is a well thought-out book that highlights the key elements of the sales cycle. Chase does a great job in breaking down the critical failure points to avoid in making a pitch that has applications beyond traditional sales situations. If you are looking for a straightforward method of improving your overall negotiation and influencing skills, this book will help.
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2 of 3 people found the following review helpful By Scott Schmeltzer on June 28, 2010
Format: Hardcover
Landy Chase hits it out of the ballpark with this one!
If you follow the steps that this book lays out, you will be successful in sales.
If you do not follow these steps, then get out of sales now and head for another career.
Landy writes simple, common sense ways to help the customer as well as the sales person to achieve great results!
Read this book.
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2 of 3 people found the following review helpful By Thomas Oglesby on June 16, 2010
Format: Hardcover Verified Purchase
Landy Chase takes a revolutionary approach to business to business sales in this latest release. His approach is well thought out and backed up by his successes and failures. He checks his ego at the door.

Only a few will understand and fewer still adopt his brilliant gambit. Pity. If selling is something you're doing until you get a better job, save your money - don't buy the book.

This seems to be his invitation to climb into his psyche and get more than a glimpse of his planning, thinking and winning roadmap for career sales people.

You have to appreciate his candor right from the start of this drama. At times I find it an instruction manual and at other times it reads like a novel.

I found myself putting the book down momentarily only to pick it up again and pick his pocket for some more jewels. I can see "predator point" being defined in the urban dictionary as it creeps into sales meetings each month.

Chase has mastered the technique of phraseology and applied it broadly to the business sales cycle. This point should not go unnoticed or unused.

If selling to you is a way of life, buy the book, join the revolution.

Oglesby Here
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