Competitive sales

Author: Peggy
Publisher:
Publish Date: 2004-10-01
Features: How to win the evaluation before the customer assessment process begins through proactive customer management, or simply make the customer abandon the competitive evaluation? How to solve customer problems under competitive pressure? This book is particularly suitable for IT, consulting, medical devices, communications, and financial industries. It will take your sales team to a new level! The main focus of this book is the "opportunity management" process in B2B direct sales. Our emphasis is on how to develop a sales strategy that sells solutions to multi-level buyers in a team-selling approach within a competitive evaluation environment. Regarding competitive evaluation, our goal is actually to win the evaluation before it begins through proactive customer management, or simply make the customer abandon the competitive evaluation. The materials we use to illustrate our process theory are all based on real-life examples from our own experience as salespeople or sales managers, or from the real experiences of our clients. These stories tightly connect theory with the real world, giving life to the concepts. This book will take your sales team to a new level.