Either develop a contact within the organization or outwork the "big guys" on the front end. Either way, don’t get sucked into playing a game a small company can’t win or submit an RFP with ridiculously low pricing just to get the deal.
Lone Tree, CO (PRWEB) February 14, 2013
Sales training firm Sandler Training in Lone Tree, CO has just announced the release of a whitepaper called “5 Strategies For Winning More Against Bigger Competition.” The white paper, authored by Chuck Terry, President of Sandler Training, outlines five common sense tactics that smaller firms can leverage to win deals against the largest competitors in their marketplace.
One of the strategies covered in the whitepaper outlines the need to change the game in favor of the smaller firm by refusing to play by rules that are slanted in favor of a larger company. “If a smaller business gets sucked into a blind RFP submission process with no access to decision makers they can either compete on price or play a “beauty pageant” game that favors the larger competitors.“ says Chuck Terry. “Either develop a contact within the organization or outwork the "big guys" on the front end. Either way, don’t get sucked into playing a game a small company can’t win or submit an RFP with ridiculously low pricing just to get the deal.”
The new white paper may be downloaded from the Sandler Training website or obtained by e-mail by responding to this publication.
Founded in 1967, Sandler Training serves businesses of all sizes with short- and long-term developmental programs that offer continuous coaching, reinforcement and support for sales professionals.
Programs include on-site corporate training as well as general training that brings together business owners, managers and salespeople from a variety of industries at a central site. The curriculum combines instruction in gut-level selling and other fresh strategies for controlling a sale with strong emphasis on the psychology of selling.
The Lone Tree Training Center is located at 9233 Park Meadows Blvd. and can be reached at (303) 734-7161 or on the web at http://www.salesgrowthmd.sandler.com.