William T. Brooks & William P. G. Brooks 
Playing Bigger Than You Are 
How to Sell Big Accounts Even if You’re David in a World of Goliaths

The small or mid-sized business’ guide to outselling the big
boys

Often, small or mid-sized businesses don’t think they have the
resources or the talent to compete with the larger competitors in
their industry. But just because they don’t have the advertising
budgets or purchasing power of their bigger counterparts doesn’t
mean they can’t play ball. For sales organizations, service matters
much more than size.

If your sales business is competing with much bigger fish, the odds
are stacked against you. Pressured and powerless, frustrated and
overwhelmed, you might be tempted to give up. But smaller
businesses often find advantages over their bigger
competitors.

* Includes proven tactics to help small
businesses tackle bigger competitors

* Author William T. Brooks is also the
author of The New Science of Selling and Persuasion
and How to Sell at Higher Margins Than Your
Competitors

* Shows you how to steal market share from
bigger vendors with bigger resources

Just because your business can’t flood the market with salespeople
or contend on economy of scale and purchasing power, that doesn’t
mean you can’t compete. The secret is Playing Bigger Than You
Are.

Daftar Isi

Preface.

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.

Index.

Tentang Penulis

William T. Brooks (1945 – 2007) was widely regarded as
a leading authority on sales and sales management. He was the
founder, CEO, and driving force behind The Brooks Group, growing
the company over more than thirty years into an internationally
recognized sales and sales management training and consulting firm.

William P. G. Brooks has worked with hundreds of
companies across dozens of industries to help them improve their
sales and sales management training initiatives. He is dedicated to
carrying on his father’s mission to help salespeople and their
managers grow personally and professionally.