Download Playing Bigger Than You Are: How to Sell Big Accounts Even by William T. Brooks PDF

By William T. Brooks

The small or mid-sized enterprise' consultant to outselling the large boys

usually, small or mid-sized companies don't believe they've got the assets or the expertise to compete with the bigger opponents of their undefined. yet simply because they do not have the advertisements budgets or procuring strength in their larger opposite numbers doesn't suggest they can not play ball. For revenues corporations, carrier issues even more than size.

in the event that your revenues company is competing with a lot greater fish, the chances are stacked opposed to you. harassed and powerless, annoyed and crushed, you're tempted to renounce. yet smaller companies usually locate benefits over their larger competitors.

    • comprises confirmed strategies to aid small companies take on larger competitors
    • writer William T. Brooks can be the writer of The New technology of Selling and Persuasion and How to promote at larger Margins Than Your Competitors
    • indicates you ways to scouse borrow industry proportion from higher proprietors with higher resources

simply because your corporation cannot flood the industry with salespeople or contend on financial system of scale and buying energy, that does not suggest you cannot compete. the key is Playing larger Than You Are.

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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

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R are more responsive than larger suppliers. r have a shorter innovation to production cycle. r have close-knit, effective project teams. r avoid bureaucratic delays and have true accountability. Many giant corporations like to deal with smaller suppliers because they feel more important to the smaller firms; they believe—usually correctly—that they’ll get more prompt service and more attention than they would from a larger supplier. Your job in selling to giant corporations and government agencies is to find out what, when, and how each organization will buy what you sell.

5 percent might grow into a larger one. But let’s be realistic here. If your single largest client wants something from you, you will jump through hoops to give it to them. r Flexibility. Larger sales training firms are far less likely to customize programs for their clients, and if they do, it will cost a lot. Customizing sales training programs is a way of life for us, and it’s something most of our clients have benefited from. Our smaller size—and fewer “moving parts” enables us to make changes rapidly and inexpensively.

In most cases, division-level executives have decision-making authority (and as we’ve already discussed, winning business at the division level may be a more realistic goal for a small business, at least initially). Learning from Supplier Guides The friendliest giants make well written, informative supplier guides available to small businesses from their corporate Web sites or on request from their purchasing department. In most cases, these guides include information about products and services purchased, corporate policies and purchasing procedures, purchasing/supply chain contact names and numbers, and supplier registration forms that will prequalify your firm for doing business with the corporation.

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