Description
If another vendor knocked you off your feet at the very close of the sales cycle, you may have underestimated them. You may have been outsold in the critical, middle stages of the campaign, happily pitching features and benefits to every friendly ear, cheerfully ignorant of what the competition had in store for you. If you had anticipated that the decision might become price-driven, would you have taken steps to secure your position? Would you have worked harder with more people in the account to drive up the value of working with you, so the competition's fire-sale prices wouldn't have such a drastic effect?
A mature approach to the profession of selling begins with understanding that there is only that one, fundamental, reason salespeople lose orders. People who don't understand this reason are the kind who enter an account where their product, service, or price somehow puts them at a disadvantage, and resign themselves to a loss. Their sales activity becomes little more than a matter of going through the motions; defeat becomes a self-fulfilling prophecy. Even worse, they prematurely walk away from opportunities, surrendering potential business that might have developed favorably if their thinking hadn't prevented them from finding some creative way to improve their chances. All of this implies a personal responsibility to be competitive, and that's exactly what this book is about. It will induce a fundamental shift in how you view the profession of selling.
ISBN: 04714582972
