Playing Bigger Than You Are: How to Sell Big Accounts Even if You're David in a World of Goliaths

The small or mid-sized business' guide to outselling the big boys Often, small or mid-sized businesses don't think they have the resources or the talent to compete with the larger competitors in their industry. But just because they don't have the advertising budgets or purchasing power of their bigger counterparts doesn't mean they can't play ball. For sales organizations, service matters much more than size. If your sales business is competing with much bigger fish, the odds are stacked against you. Pressured and powerless, frustrated and overwhelmed, you might be tempted to give up. But smaller businesses often find advantages over their bigger competitors. &nbsp;&nbsp;&nbsp; * Includes proven tactics to help small businesses tackle bigger competitors &nbsp;&nbsp;&nbsp; * Author William T. Brooks is also the author of The New Science of Selling and Persuasion and How to Sell at Higher Margins Than Your Competitors &nbsp;&nbsp;&nbsp; * Shows you how to steal market share from bigger vendors with bigger resources Just because your business can't flood the market with salespeople or contend on economy of scale and purchasing power, that doesn't mean you can't compete. The secret is Playing Bigger Than You Are.

Playing Bigger Than You Are: How to Sell Big Accounts Even If You're David in a World of Goliaths

Business & Money

William T. Brooks

Marketing & Sales

wiley

One of the world's most sought-after sales training and consulting experts reveals the strategies smart companies use to sell anything to anyone This book takes a new and relevant approach to sales from the perspective of both organizational and individual performance. Based on the author's broad-based personal experience working with over 2,000 sales organizations, it combines organizational guidelines, sales management strategies, how-to sales tips, and career guidance for sales executives, sales managers, and salespeople alike. Incorporating proprietary research, case studies, real-world examples, and practical information, this book will revolutionize the very way sales organizations sell. William (Bill) Brooks (Greensboro, NC) is the founder and CEO of The Brooks Group, an internationally recognized consulting firm whose clients have included General Motors, Chase Manhattan, Sara Lee, and Microsoft among thousands of others. He delivers more than 150 keynote speeches annually to sales organizations.

The New Science of Selling and Persuasion: How Smart Companies and Great Salespeople Sell

Praise for How to Sell at Margins Higher Than Your Competitor "This is the complete book for both new and experienced salespeople and business owners to learn and re-learn the essentials for success. How to Sell at Margins Higher Than Your Competitors emphasizes the pricing strategies and tactics to increase the market share and profits of any organization. This is a book that is as important to presidents as it is to salespeople." --Bill Scales, CEO, Scales Industrial Technologies, Inc. "As the largest service provider in our industry, we have a significant market advantage. However, we constantly walk the pricing tightrope because, as this book so clearly states, 'business is a game of margins . . . not a game of volume!'" --John K. Harris, CEO, JK Harris &amp; Company, LLC "If you live and die on price, this book could be your only lifeline." --Tom Reilly, CSP, author of Value-Added Selling and Crush Price Objections "How to Sell at Margins Higher Than Your Competitors successfully illustrates profitable sales truths to assist us in selling for maximum return. This book's well-researched, logical, and affirming words validate the simple fact that as a premium company we deserve premium margins. So, while our competitors reduce or match prices out of fear and scarcity, our managers, thanks to this powerful sales tool, can continue quoting and closing with profitable confidence." --Joe Bracket, President, Power Equipment Company "I learned a long time ago that it is pretty difficult to control what my competitors will do, but we must control what we do--like maintaining margins. This book is a 'wow!' that will help my salesmen crack bad habits. Sales organizations should design their entire training programs around the content in this book." --George C. Giessing, President, Brusco-Rich, Inc. "This energizing book is the 'right stuff' for every sales force. It should be a required study for every executive and sales professional who seeks to be successful." --David R. Little, Chairman and CEO, DXP Enterprises, Inc.

How to Sell at Margins Higher Than Your Competitors : Winning Every Sale at Full Price, Rate, or Fee

Lawrence L. Steinmetz

Management & Leadership

What goes on in decision maker's heads when they make buying decisions? What do decision makers really want? Why is it so hard to make a sale? Is there an easier way to do it? When you have the answers to these questions, you can move mountains and put them anywhere you want. In addition to those answers, this book will show you: How to give yourself a 93% chance of making the sale. How you can ensure that no competitor comes between you and your customers, and Many tools that will help you sell faster and easier.

You're Working Too Hard to Make the Sale!: More Than 100 Insider Tools to Sell Faster and Easier-Revised Second Edition

Irwin

How to Sell at Margins Higher Than Your Competitors: Winning Every Sale at Full Price, Rate, or Fee