By William T. Brooks
The small or mid-sized enterprise' advisor to outselling the massive boys
usually, small or mid-sized companies do not believe they've got the assets or the expertise to compete with the bigger rivals of their undefined. yet simply because they do not have the ads budgets or buying strength in their larger opposite numbers doesn't suggest they cannot play ball. For revenues corporations, provider issues even more than size.
in the event that your revenues enterprise is competing with a lot larger fish, the chances are stacked opposed to you. confused and powerless, annoyed and beaten, you are tempted to renounce. yet smaller companies usually locate benefits over their higher competitors.
• comprises confirmed strategies to aid small companies take on higher competitors
• writer William T. Brooks is usually the writer of The New technological know-how of Selling and Persuasion and How to promote at greater Margins Than Your Competitors
• exhibits you the way to thieve marketplace proportion from larger proprietors with greater resources
simply because your small business cannot flood the industry with salespeople or contend on economic system of scale and buying strength, that does not suggest you cannot compete. the secret's Playing larger Than You Are.
Read Online or Download Playing Bigger Than You Are: How to Sell Big Accounts Even if You're David in a World of Goliaths PDF
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Extra info for Playing Bigger Than You Are: How to Sell Big Accounts Even if You're David in a World of Goliaths
Sample text
Moving Ahead If you’ve done your research and put the pieces into place, you’re ready to begin pursuing the giants. ) In the chapters that follow, I’m going to give you the best guidance I can about how to position yourself, your company, and your products or services to be most appealing to large corporations and government agencies. And I’ll also give you some tactical tips on when and how to approach the giants to increase your odds of success. Critical Points from This Chapter r How can you compete?
Federal, state, and local governments are also sources of large contracts, and many government agencies give preference to small businesses. S. Air Force Reserve and the Air National Guard, which train thousands of folks every year on everything from technical topics to leadership skills. Recruiting new Reservists and Guard members is a specialized job that really looks a lot like selling. We modified our IMPACT Selling System for these military recruiting purposes, and it’s achieved 27 28 SMALL BUSINESSES ARE UNIQUELY QUALIFIED TO SELL TO GIANTS stellar results—the Air Force Reserve beat its recruiting targets for eight years in a row after implementing our system.
Why Some People Should Not Sell to the Giants 17 Trusting your staff to think for themselves, embrace change, and move the company forward often feels like a risky move. Talk about variables! But if you don’t trust your staff to do the right things, not only will you do more work than you should do by yourself and over-control your team, you’ll also guarantee they become de-motivated, uncreative, and unable to function as a team. I’ve seen it firsthand: it’s a recipe for disaster. Remember what I said a few paragraphs ago: It takes an average of 18 months from initial contact with a large corporation to the establishment of a solid contractual agreement.