When the Other Guy's Price Is Lower: You Can Still Make the Sale

By James M. Bleech

Featured in The Wall Street Journal, When the Other Guy's Price Is Lower puts forth an exciting and innovative system that gets customers to buy products and use services even when the salesperson's... This description may be from another edition of this product.

• Format: Paperback
• Language: English
• ISBN: 0811908119
• ISBN13: 9780811908115
• Release Date: January 1996
• Publisher: Frederick Fell Pub
• Length: 279 Pages
• Weight: 1.00 lbs.
• Dimensions: 9.3" x 1.0" x 6.3"

Customer Reviews

Career-changing, life-altering, almost spiritual experience.

WOW!!! I can't say enough good things about this book. I will adimit that I didn't love it at first, it wasn't until I was in the second or third chapters when I started getting with it. But once I did, I learned more in those few pages than in the last 10 seminars I have attended, here are some of the highlights.I have had a lot of success with setting the rules of the sales process with the three-step suggestion in the book. I have eliminated virtually all of the stalls I was seeing by just telling the prospect that it is O.K. to tell me "No" and that I will expect them to tell me whether to stop or proceed at the end of each meeting.I learned to define what real pain is, what words or phrases the prospect uses and how to pick-up on them quickly. I learned that what I had defined as pain was really just the symptoms of pain and not the real emotions behind it. I have become much more comfortable with pain and better at diagnosing its source, because I am listening with a purpose. I could go on forever, but I'll move to the testimonial: My sales have doubled since implementing the leadership selling system in October 1998 and my company is using this book as THE training tool.