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Instead, they call you-and your competitors-and choose frommultiple options. They know that pitting youagainst your competition always works totheir benefit.In today's sales environment, only the strongestand smartest live to sell another day.Master sales strategist Landy Chase callsthese top performers dominant predators-salespeople who consistently win business,at higher prices, by crushing the competitionat every turn. He knows exactly how they do itbecause he's the one who teaches them howto do it. Now, it's your turn.In Competitive Selling, Chase reveals themaster strategy of the dominant predator,offering a proven, step-by-step process forentering the fray as a prepared and confidentwarrior. You'll learn how to:Identify your competition before meetingwith the buyerOpen competitive selling opportunitiesOut-flank your competitors using theClient Needs AnalysisEliminate competitors withoutbadmouthing themStand out to the decision makersWin sales even as the higher-priced optionIt's a jungle out there. The goal in today'swinner-take-all world of selling is to makeevery selling opportunity an unfair fight-inyour favor. 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This timely guide from a top leadership advisor shows you how to shape and revitalize this culture-by setting the tone, engaging the team, and creating a dynamic working environment that encourages extraordinary growth, productivity, and innovation.Using the book's proven step-by-step techniques, you can take control of the culture you work in and build a healthier, more functional environment-from the inside out. You'll learn how to enhance your \"Intentional Energetic Presence\" (IEP) as a leader to optimize your own leadership impact. And you'll find transformative tools and exercises for improving collaborations, opening communications, and implementing changes. 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Sure, we will check off an action item because we have to . . . but what if we were actually inspired to do something? What if we were so moved that we wanted to do it?Leaders must earn the license to lead. Not by expertise, authority, or title alone, but by influence. In Communicate to Influence, you will learn the secrets of the Decker Method-a framework that has been perfected over the past 36 years. Ben and Kelly Decker add fresh insights to these proven principles so that you can ignite change and inspire action. Discover: The Five White Lies of Communicating: learn which barriers prevent you from getting better The Communicator's Roadmap: use a tool to visually chart what type of communication experience you create The Behaviors of Trust: align what you say with how you say it to better connect with your audience The Decker Grid: shift your message from self-centered, all about me content to relevant, audience-centered content that drives actionYou are called to communicate well. Not only on the main stage, under bright lights, but every time you speak with your colleagues, your clients, and other stakeholders. It's time to learn how. Stop informing. Start inspiring.BEN DECKER \u0026amp; KELLY DECKER are the leading experts in the field of business communication. They consult on messaging, cultivate executive presence among the leadership of Fortune 500companies and startups alike, and regularly deliver keynotes to large audiences. 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Here's a guarantee: Somewhere in your business, there is too much complexity. It erodes profitability, impedes productivity, confuses customers, and adds non-recoverable costs that can kill you in the marketplace. But that's only half the equation: You may also be losing out by having too little of the complexity where it counts - in the products, services, and options you offer to customers. Customers call this value-added complexity \"variety\", \"options\", or \"customization\". Either way, as you'll discover in \"Conquering Complexity in Your Business\", the impact of complexity is enormous in terms of lost profit and missed growth opportunities.In this breakthrough book from Michael L. George and Stephen A. Wilson, you'll find out why the trick to outperforming your competition and staying ahead of the curve in today's highly customer-centric business environment is achieving the optimum levels of complexity in your products, services, and operations.  Best of all, for the first time in print, you'll find powerful tools that will let you quantify and pinpoint complexity in your business. You'll also find strategies for conquering that complexity and dramatically increasing productivity, profits and market share. \"Conquering Complexity in Your Business\" is packed with real-world practical advice and guidance from both a strategic and tactical perspective. With the help of fascinating and instructive in-depth case studies from Dell, Capital One, Southwest Airlines, Wal-Mart, Toyota, Scania, Lockheed Martin, Aldi, and other companies that have conquered complexity to become world leaders in their industries, the authors show you how to: strategically identify the offering and process complexity in your business; quantify the impact of that complexity; decide which complexity you want to keep to drive growth and which to eliminate to cut costs; select and implement specific operational approaches to eliminate different kinds of complexity; and, sustain an environment with just the right balance of complexity your company needs to maximize productivity and profits.Don't let complexity impose a ceiling on your profits and growth.  Read \"Conquering Complexity in Your Business\" and learn how to serve your customers more effectively, dominate your competition, and delight your shareholders. 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We believe the concepts are core to engaging in customer conversations that are focused on their outcomes and what they want to achieve.\"-Karen Quintos, CMO and SVP, Dell Inc.\"The concepts outlined in this book are critical skills to building a world-class presales organization.\"-Ken Hamel, Senior Vice President, Global Solutions and Presales, SAP\"Our new messaging, using the approaches presented in this book, is great and is being widely used by our sales team. We've never had a year end sales meeting with content that was met with such widespread acceptance and enthusiasm.\"-Jerry D. Cline, Senior Vice President, Retail Sales and Marketing, AmerisourceBergen Drug Company\"The best salespeople sit across the table and make change easy for their customer by creating a succinct story and vision for what to change, how to change it, and how it will impact customer results. An enterprise focus on sales messaging, using the concepts in this book, is the hidden secret to driving incremental sales productivity and overwhelming customer success!\"-Ken Powell, Vice President, Worldwide Sales Enablement, ADP\"The Power Messaging techniques in this book are the foundation of how our marketing team creates our sales messages, as well as the process our field sales teams use for delivering that message in a unique and compelling way. At Kronos our results are a reflection of the power of the tool.\"-Aron Ain, CEO, KronosAbout the Book:In today's highly competitive world of complex sales, commoditization of your brand is one of the greatest dangers. You must differentiate yourself from the competition-or you will lose out. And the way to do that is through customer engagement. Rather than sell your own corporate story and brand message, you need to tell customers their story-the one in which they are the heroes and they achieve success.Erik Peterson and Tim Riesterer have been developing and honing their Power Messaging sales technique for more than 20 years, and now they reveal all their secrets in Conversations That Win the Complex Sale. Presenting a catalog of facts or playing 20 questions with prospective customers is the surest way to lose the sale. 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