Landy Chase – “Competitive Selling” – Book Review

Successful B-2-B Selling Technique Manual

The nation’s wealthiest 700 people fall into one of the following categories: business owners, doctors, lawyers and salespeople! Punctuated with stories, Landy identifies dominant predators as those who consistently win business at higher prices against all competition and earn 80% of the money. Want to enter that group?

Oh, do I wish this information had been available when I started my sales career! However, I’m implementing it now! Throughout, Landy shows 60+ Predator Points (thoughts and ideas used by dominant predators) that you can implement now!

Predator Point – Private Information is the key to separating your value proposition from your competitors, and winning the sale!

Predator Point – Losing business to competitors is a correctable skill problem!

Are you a B-2-B (business-to-business) salesperson? You’ve got to read and implement Landy Chase’s Competitive Selling, published 2010 by McGraw Hill. His techniques provide “winning tools and techniques for closing – because Every Sales is a Battle.” You’ll learn to “Out–Plan; Out–Think; Out-Sell to Win (almost) Every Time!” It’s the best book on the subject I’ve ever read.

Predator Point – A request to negotiate lets you know that you are the vendor of choice!

Key Teachings

• How to remove competitors from consideration
• How to outmaneuver competition
• How to obtain Private Information unavailable to the competition
• How to Gain Access to the Inner Circle (decision makers)
• How to identify Inner Circle role players to get the prospect what he needs including Trigger – Mole – Spock – New Sheriff – Judas – Pouncer – Sniper – Lap Dog – Spineless Wimp – Whine Enthusiast – Lockhorns
• Deadly traps to avoid
• Fallback strategies
• How to negotiate for greater profit
• How to sell your competitor’s customers

Predator Point – Gaining access to the inner circle improves your chances of success 500%

Solid Sales Tools

• Predator Points
• Designing and using Biography Sheets
• PITs Worksheet (Private Information Topics)
• Suite-of-Solutions Wheel
• Key Items to Consider List
• Proper way to present Price Quotation

Predator Point – Never produce contracts or other paperwork during the closing process. All documents are post-decision, and follow the “thank you” or handshake.

Attention: B-2-B salespeople. Buy this book and read it! Don’t miss a single sentence. It’s the definitive B-2-B sales manual. The last chapter is especially powerful, explaining how the ordinary can become extraordinary. Don’t forget to implement it! Then, get set to revolutionize your income and career by learning and implementing these techniques!

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