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Winning in Competitive Situations
Find the Keys to Sales Success and Send Competitors Packing

Got a hot prospect? Someone with a need for your capabilities today and money to spend?

If you're like most people, you can hardly wait for the opportunity to present. STOP! You don't know enough yet.

In this eBook, you'll learn all the questions to ask at this stage of the selling process so you can win the business when you're up against competitors.


In "Winning in Competitive Situations," you'll discover:
  • The key factors customers evaluate when they decide to look at alternative solutions.

  • Why you absolutely must NOT share all your great capabilities right away with an interested buyer.

  • Why it's imperative to ask a customer about their reasons for making a change.

  • Over 20 questions that will give you invaluable insights into their current issues and anticipated results.

  • What to do if you find out your customer is only "looking" - and not yet serious about making a purchase decision.

  • 27 key questions to determine your customer's decision process, uncover potential obstacles and formulate an account strategy.

  • 30 must-ask questions to clarify your customer's decision criteria and to help you position your offering in the strongest possible light.

  • How to uncover critical information about the people and the politics involved in this decision so you can proactively "cover your bases." (16 questions)

  • Questioning strategies to find out about the financial issues impacting the decision. (14 questions)

  • Why it's absolutely necessary to surface any potential deal killers before your customer does - and six questions to do it gracefully.

  • Why it's essential for you to pre-plan your questions if you want to be successful selling in today's market.


Get Yours Now!
$19.95
Delivered
Immediately
via PDF
100% Money-Back
Guarantee &
Shipping Info
Get Yours Now!
$19.95
Delivered
Immediately
via PDF
100% Money-Back
Guarantee &
Shipping Info
Copyright 2005, Jill Konrath - (651) 429-1922