Overview
Main description
Become a “dominant predator” in today’s dog-eat-dog sales environment
Today’s buyers barely resemble buyers from just a few short years ago. They’ve come a long way in educating themselves about making the best purchase decisions, and as a result they “shop around"--so competition is fiercer than ever. If you want to succeed you have to become a “dominant predator.”
Competitive Selling has what you need to out-maneuver, out-negotiate, and out-sell everyone who stands between you and a closed sale. It reveals exactly how today's highest achievers win every battle and provides a blueprint for replicating this success, including 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 as the higher-priced option
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 climbing your way to the top of the food chain—and staying there.
Author comments
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.
