If you′re a small business, it seems inconceivable that a giant corporation might need your help. But it′s a fact the larger a company is, and the farther it extends its reach, the more it needs service and product providers who operate on a local and regional level. Whether you provide a product or a service, whether your business is in its formative stages or has created a strong local presence, you have a knowledge of customers and products that can only be gained from your valuable perspective on the ground.
From the birth of their business more than thirty years ago, the owners of The Brooks Group have lived the reality of building a small training business into a large purveyor of vital sales consultation services. Over that time span, they created the time–tested techniques that William P. G. Brooks and William T. Brooks bring to your doorstep with Playing Bigger Than You Are. This book will show you the benefits of investing your time and marketing efforts into winning larger accounts and give you all the tools you need to ensure your long–term business growth.
About the Authors.
1: Selling to Giants Will Transform Your Business.
2: Small Businesses Are Uniquely Qualified to Sell to Giants.
3: Finding Friendly Giants.
4: How Corporations Buy.
5: What′s Preventing You From Winning Big?
6: The Mental Side of Selling to the Giants.
7: Positioning Yourself to Sell to the Giants.
8: Learning the Buyer′s Language.
9: Developing Your Sales Presentation.
10: Making a Successful Bid.
11: You′ve Won It, Now Build On It.
"Finally a book for the small and medium sales teams out there that gives specific and practical strategies for ′whale hunting′ . . . how to use our strengths as nimble and adaptable organizations to land the ′big one.′ Playing Bigger Than You Are looks deep into the heart of these Goliaths, demystifying not only how they buy, but how we, the Davids of the marketplace, should position ourselves to win them over." David B. Finch, President and CEO, ATCOM Business Telecom Solutions
"As the founder and CEO of a large organization, the tactics and strategies that the late Bill Brooks and his son Will outline in this book are right on target with regard to what we would expect from a smaller boutique vendor interested in winning our business.¿They′ve absolutely nailed how to navigate through the maze of the decision–making process at a larger organization! This book is a must–read for entrepreneurs, salespeople, and anyone else who is looking for a useful, on–target guide for winning bigger accounts." John K. Harris, founder and CEO, JK Harris & Company