Book Description

Every day, sales professionals lose deals to price, can't secure enough prospect appointments, and struggle trying to figure out how to follow up on leads. In the days when pirates ruled the seas, there was no fate worse than being forced to walk the plank-and in the new era of selling, average sales professionals know the feeling all too well.Elite sales professionals take back control of this process and force their competitors to walk the plank, not them. In Walk the Sales Plank, B2B sales strategist Larry Young offers battle-tested insights on how to dominate the most-overlooked part of the business development process: from the first call to presenting an opportunity. Today, with buyers exercising more power over the process, Young shows how to enter the buying cycle before your competition, take control of the value-added follow-up process, and close the deal before your competition even knows about it.Above all, you will learn how to create immense value by building connections that open doors, how to obtain expertise your competition can't, and how to conduct a meeting so powerful that your customers would gladly pay you for the time.So let's get ready to conquer the sales process and seize your competitors' prize clients!