Overview

"Competitive Selling: The Guidebook to Proactive Calling in a Reactive World is about the toughness and edge you need to be successful in the highly competitive world of professional sales. But it doesn't just give you theories . . . it gives you tried and true techniques to follow to be a proactive caller, in very practical terms. If you ever struggle with the actual words to say when you are prospecting, Competitive Selling will give you a solid foundation in the words to say and how to approach the call with confidence. Selling is filled with rejection, but if you expect the ""No""s--and even welcome hearing them--you can be the one in control and work on turning around even the toughest potential clients. The louder the environment is for prospects and customers, the more highly skilled you need to be at quickly capturing their attention and following a set roadmap to the close of the sale. Dive into Competitive Selling and become better than the competition at starting high in an organization, following up, leaving an intriguing voicemail message that results in a return call, gaining a critical ""next set time,"" and using email as an effective touch point. Prospecting for new business is not glamorous, but if you have a solid plan and the drive to follow through on your goals, you will be successful. Marisa Pensa and Stacia Skinner will help you attain that success."

Full Product Details

9781733853101

Table of Contents

Reviews

"""Cold calling is not dead! If your business needs a steady stream of new prospects to survive (and frankly who doesn't), then this book will provide you with the tools, strategies, and common sense inspiration to make those calls and close those sales. Stacia and Marisa break down the exact map you need to implement what they call 'competitive selling' so that you can get over the fear and frustration of cold calling and start pushing your business or your sales career to the next level."" Sue Kirchner, president, Brand Strong Marketing, Inc. ""Read this book, apply these lessons, do the hard work, stick with it, and watch it grow!"" Brian D. Rossi, serial entrepreneur and real estate investor; CEO, Star Line Properties, LLC and BDR &Associates, Inc.; partner, Sunbelt Office Products ""With the accelerating pace at which buying and selling is evolving, the winning sellers are those who are constantly learning and adjusting. Stacia and Marisa have masterfully distilled these new complexities into an easily digestible, fun and actionable resource filled with indispensable concepts to master prospecting."" Todd Caponi, author of The Transparency Sale ""Stacia and Marisa have put together a step-by-step guideline that will walk you through how to get past the distractions your customers encounter every day in order to win against your competition!"" Jeffrey A. Niesen, senior vice president, Banker's Bank ""Competitive Sellinggives you the essential information you need to differentiate yourself from your competitors in the consultative sales process. This book provides a great blueprint for improving your sales skills by being proactive and intentional."" Skip Mancini, president, B.T. Mancini ""Stacia Skinner and Marisa Pensa capture the essence of must-have, interruptive, outcome-based selling skills essential to remaining relevant and successful in our profession."" Todd Palcit, co-owner, Monarch Basics"

Cold calling is not dead! If your business needs a steady stream of new prospects to survive (and frankly who doesn't), then this book will provide you with the tools, strategies, and common sense inspiration to make those calls and close those sales. Stacia and Marisa break down the exact map you need to implement what they call 'competitive selling' so that you can get over the fear and frustration of cold calling and start pushing your business or your sales career to the next level. Sue Kirchner, president, Brand Strong Marketing, Inc. Read this book, apply these lessons, do the hard work, stick with it, and watch it grow! Brian D. Rossi, serial entrepreneur and real estate investor; CEO, Star Line Properties, LLC and BDR &Associates, Inc.; partner, Sunbelt Office Products With the accelerating pace at which buying and selling is evolving, the winning sellers are those who are constantly learning and adjusting. Stacia and Marisa have masterfully distilled these new complexities into an easily digestible, fun and actionable resource filled with indispensable concepts to master prospecting. Todd Caponi, author of The Transparency Sale Stacia and Marisa have put together a step-by-step guideline that will walk you through how to get past the distractions your customers encounter every day in order to win against your competition! Jeffrey A. Niesen, senior vice president, Banker's Bank Competitive Sellinggives you the essential information you need to differentiate yourself from your competitors in the consultative sales process. This book provides a great blueprint for improving your sales skills by being proactive and intentional. Skip Mancini, president, B.T. Mancini Stacia Skinner and Marisa Pensa capture the essence of must-have, interruptive, outcome-based selling skills essential to remaining relevant and successful in our profession. Todd Palcit, co-owner, Monarch Basics

Author Information

Stacia worked in a variety of industries as a sales professional and in sales management before her twenty plus years of sales training, which included the launching of Creative Training Solutions, Ltd. in 2003. Her passion, commitment, and desire to understand and help her customers excel in sales drives Stacia's success. While working with customers nation and worldwide in a wide variety of industries including hospitality, banking, pharmaceutical, manufacturing and more, Stacia provides a wealth of knowledge in order to help her customers gain the competitive edge. She balances business development, trainings, keynote-speaking, and business management with an upbeat, passionate, and enthusiastic style. Marisa launched Methods in Motion in 2004 after working as a sales director for a major hotel chain and regional sales manager with a national telecommunications company. Since that time, she has helped hundreds of companies from diverse industries including office products, facilities maintenance, floor covering, technology/software, equipment, and safety products. Marisa has conducted sales training workshops internationally and in the U.S. and is regularly published in Independent Dealer Magazine. She lives out what she teaches every day and is passionate about helping sales teams improve confidence and build enthusiasm for sales.

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