Brooks Playing Bigger Than You Are

How to Sell Big Accounts Even if You're David in a World of Goliaths
1. Auflage 2009
ISBN: 978-0-470-54179-1
Verlag: John Wiley & Sons
Format: PDF
Kopierschutz: Adobe DRM (»Systemvoraussetzungen)

E-Book, Englisch, 240 Seiten, E-Book

The small or mid-sized business' guide to outselling the bigboys
Often, small or mid-sized businesses don't think they have theresources or the talent to compete with the larger competitors intheir industry. But just because they don't have the advertisingbudgets or purchasing power of their bigger counterparts doesn'tmean they can't play ball. For sales organizations, service mattersmuch more than size.
If your sales business is competing with much bigger fish, the oddsare stacked against you. Pressured and powerless, frustrated andoverwhelmed, you might be tempted to give up. But smallerbusinesses often find advantages over their biggercompetitors.
* Includes proven tactics to help smallbusinesses tackle bigger competitors
* Author William T. Brooks is also theauthor of The New Science of Selling and Persuasionand How to Sell at Higher Margins Than YourCompetitors
* Shows you how to steal market share frombigger vendors with bigger resources
Just because your business can't flood the market with salespeopleor contend on economy of scale and purchasing power, that doesn'tmean you can't compete. The secret is Playing Bigger Than YouAre.

Autoren/Hrsg.

Brooks, William T.

Brooks, William P. G.

Inhaltsverzeichnis

Preface.
About the Authors.
1: Selling to Giants Will Transform Your Business.
2: Small Businesses Are Uniquely Qualified to Sell toGiants.
3: Finding Friendly Giants.
4: How Corporations Buy.
5: What's Preventing You From Winning Big?
6: The Mental Side of Selling to the Giants.
7: Positioning Yourself to Sell to the Giants.
8: Learning the Buyer's Language.
9: Developing Your Sales Presentation.
10: Making a Successful Bid.
11: You've Won It, Now Build On It.
Index.

Über Autor(innen)

William T. Brooks (1945 - 2007) was widely regarded asa leading authority on sales and sales management. He was thefounder, CEO, and driving force behind The Brooks Group, growingthe company over more than thirty years into an internationallyrecognized sales and sales management training and consulting firm.
William P. G. Brooks has worked with hundreds ofcompanies across dozens of industries to help them improve theirsales and sales management training initiatives. He is dedicated tocarrying on his father's mission to help salespeople and theirmanagers grow personally and professionally.