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Competitive Selling: Out-Plan, Out-Think, and Out-Sell to Win Every Time (Business Skills and Development) Hardcover – June 24, 2010
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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.
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Top Customer Reviews
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.
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.