Playing Bigger Than You Are: How to Sell Big Accounts Even if You're David in a World of Goliaths - ISBN:0470260351

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

Date: 28 April 2011, 03:00

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Playing Bigger Than You Are: How to Sell Big Accounts Even if You're David in a World of Goliaths
By William T. Brooks, William P. G. Brooks
* Publisher: Wiley
* Number Of Pages: 240
* Publication Date: 2009-10-26
* ISBN-10 / ASIN: 0470260351
* ISBN-13 / EAN: 9780470260357
Product Description:
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.
• Includes proven tactics to help small businesses tackle bigger competitors
• 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
• 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.
Summary: Brooks truly gets it!
Rating: 5
I've known, worked with & partnered with Bill Brooks and Will Brooks. These guys get it as to what makes a business thrive. They can show you how to overcome seemingly huge obstacles without having to become huge first. The whole point of playing bigger is targeting the real needs. When we learn how to build trust even with limited credentials or track record, then we transcend the game and get right to the heart of helping our customers. Buy, read and then re-read this book. Make it your reference piece for making it without faking it.
Jim Cathcart, author of Relationship Selling
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