Selling Against Goliath

Selling Against Goliath?

How to Take on the Big Guys and Win

By Dave Stein, Author of How Winners Sell

If you sell for a smaller company that competes against the big guys, the age-old story of David and Goliath might come to mind. In this story, the giant, Goliath, was beaten in a fight by the small boy, David (later to become King David), because of the boy's ability to outsmart the giant. However, in today's hypercompetitive, risk-averse, buyers' market, it's Goliath that often has the advantage. If you're the David in this scenario, read on. (By the way, if you're Goliath, you may want to see what David is planning...)

When a sales team loses, whether they sell for the small company or the larger one, for that matter, it's for one of two reasons: They didn't properly qualify the opportunity, or they were outsold by the competition. There is no third alternative.

Let's take a look at these two outcomes and explore specifically how to improve your effectiveness when selling against a much larger competitor.

Qualis The word qualification shares the root, qualis, with the word quality. Qualification is the process through which we determine if it is worth our time and effort to continue to pursue a sales opportunity. Qualification is a process rather than a one-time event. It determines the quality of an opportunity. That means you don't qualify your sales prospect only once, when initial contact is made. You'll need to qualify vigilantly and unendingly. The reason? There are many. Buyers have been known to mislead sellers when they are losing. Things change during the course of the evaluation. In fact, these days, things change a lot, often. Budgets disappear. Influencers take on other responsibilities. Buyers who say they'll buy from a smaller company-no problem-feel different tomorrow.

Every company must have a set of appropriate qualification criteria by which they determine (1) whether or not to pursue business and (2) how to pursue it. For most companies, these criteria will differ somewhat for each product or service they offer as well by geography, competition and market.

When you are qualifying your prospect, you are asking them and yourself many of the same questions again and again, such as:

Who is the real buyer, the person who is going to make the final decision?

When are they going to buy?

What are they going to buy?

Why are they going to buy?

Where in their company is the order going to get signed?

Does our product fit their requirements?

What is the decision process?

Who is the competition?

How will they pay for what it is that I am selling?

What is my unique value?

Why are they going to buy from me?

And many more

Qualification criteria for smaller companies who compete against the big guys must contain questions about the prospect's buying preferences. For example, you need to ask yourself, "What evidence do I have that the prospect will do, or even more importantly, has already done business with a company of our size?" Also you'll need to know what guidelines they must follow in terms of suppliers' company size, revenues or financial viability. (You may think your company is in great shape, since you have a team of savvy venture capitalists who not only have invested in your company, but also sit on your board of directors. That may not be of any value to the CFO of a conservative manufacturing company. In fact it may hurt your cause.) You can read a lot more about qualification in chapters 9 & 10 in my book How Winners Sell.

Does Size Matter?

It's hard to ask these questions, but it is irresponsible not to. You want to be certain that if you meet or exceed all the prospect's requirements, that size-for size's sake-does not matter. You may have the best product, innovative implementation services, committed people, stellar customer satisfaction levels, top product quality, most respected investors or anything else that you consider of value, but if size matters, little else will measure up. And if size does matter, and you can't convince your prospect fairly quickly that it shouldn't, you're out of there-and quickly on to another opportunity.

You'll need to be careful here. Sometimes the size issue is less obvious. For example, your prospect may have a requirement that a vendor install and implement a demand chain management system in twenty-five plants within a year's time. They may have no specific issue with vendor size, but do have a legitimate business requirement that is directly related to your size. And if you are a smaller supplier, without pre-established partnerships with service firms who are capable of delivering the service levels required for that size deal, your chances of winning are remote.

What all this means is that there are certain opportunities for which you should not compete, because you can't win them. Sorry, but that's a fact. If you do spend time trying to win business that you can't win because your company is too small, you are squandering time and resources from those opportunities you can and deserve to win.

So They're Qualified. Now What Do You Do?

Here is where competitive selling comes into play. You're going to need to influence your prospect's decision criteria, so that the perceived value of your competitor's size as well as other size-related capabilities are diluted, neutralized or, in the best case, seen as a disadvantage. Many salespeople are accustomed to highlighting a competitor's weaknesses. In the situations where you are competing against a bigger company, you will (professionally and subtly) attack their strength.

Here is a simple, well-used example. Let's say I sell for a smaller enterprise software company and I am up against a major player. Based upon preferences and needs of the buyers, I may decide to use the "small-fish-in-a-big-pond" approach. It goes like this: "Ms. Prospect. There are few people who would not be impressed by my competitor's size, global reach and financial as well has human resources. I'm sure they proudly reference some very prominent customers. However, you might consider that a project such as yours, although highly critical for you, might very well not have the same level of importance for them and therefore may not generate the ongoing attention within executive levels of their company that their premier customers' projects would. It's only natural?" From that point, you would discuss how you would meet their technical requirements and establish a business relationship going forward, stressing attention that would be paid to the progress by your executives. You'd convince them that your company's success would depend directly on their success, not the other way around. You'll be portraying them as big fish in a small pond, with the driving message being how important their business is to you.

If you are effective with this approach, you will have moved down in importance the size and impressiveness of their customer list and up in importance the attention paid to them by your executives as well as your company's interest in their success.

Here are some ways that a larger competitor might attempt to exploit your size and potential considerations for handling those objections with your coaches and allies in the account:

Challenge: The competition questions your viability to the prospect. "What would happen to you, Mr. Prospect, if they were to go out of business or be acquired?"

Your strategy: Don't wait for this to happen, as it most likely will. Immunize. Exploiting size is the first card most salesreps who sell for large companies play against the smaller guys. You need a solid story, prepared in advance-concise and compelling-which must be credibly and sincerely delivered first by you, then echoed by your most senior executives. Mitigating perceived risk is on the critical path to success when competing against a much larger rival. Don't wait.

It is so important to know your prospect's history regarding doing business with smaller companies. It may mean nothing to them, since they do it all the time. On the other hand, you may be the first and may have a long, bumpy road ahead.

Challenge: The competition attempts to expand the scope of the evaluation into areas where you don't have a solution.

Your strategy: Again, pretty standard practice for the big guys. Alert your prospect in advance that this may happen. Praise their efforts in defining their requirements as well as they have. Ask if they are prepared to have the scope of their initiative, project or investment substantially expanded. If they say no, alert them that other vendors may employ this "sales" strategy to differentiate themselves as well as to increase the size of their contracts.

Please understand that I don't advocate negative selling, mud slinging or "slamming the competition." On the other hand, when you have built relationships in your accounts with influential people who are willing to help you, you'll need to provide them with the messages-the sound bites-to position your company advantageously.

Challenge: The competition attempts to impress your prospect with hordes of resources to demonstrate their prowess and convey a "safety in numbers" message.

Your strategy: Again, prepare your prospect in advance that this may happen. Suggest that these bigger companies have extra resources on board just to impress prospects to make a sale. If you know your competitor's bid will come in considerably higher than yours, you may want to subtly suggest that using resources to win business may be a reason that their overhead is so high. And, remind the prospect that if they do go with your competitor, the meter will start running. This approach is mandatory when you compete against companies who lavish prospects with toys, gifts, free trips and other goodies to try to influence their decision.

Challenge: The competition, because they are bigger, is willing to guarantee results in a way that you cannot. Your strategy: They may be able to guarantee that their product will get installed (or service delivered) within a certain time, but what if they don't? The customer may not have to pay the vendor any more cash, but what about lost business opportunities, reduced customer satisfaction levels and employee morale if things go wrong?

"Fire a Prospect" and Raise Your Competitive IQ

In the scenarios I portrayed above, you might have wondered how you could possibly know in advance what your competition is going to do? I call it raising your competitive IQ. That will require "firing" one or more unqualified prospects and investing the time you would have wasted on them to collect, then analyze information about past wins and losses against a few key competitors. When you do, you'll start to see patterns of behavior that those companies and the people who sell for them use against you. Big companies often develop a default strategy they use against all smaller competitors.

I agreed that it's hard to find the time to gather information like that. But you really don't have a choice. If you don't, you'll constantly be surprised by what your competition does and therefore be in a defensive position. Tap into other sales reps in your company, your customers and business partners to find out how those one or two big competitors position against you and how the individual reps manage their sales campaigns. I talk all about what you need to know and where to get it in chapter 17 of How Winners Sell.

Learning to build sales strategies based upon accurate, up-to-date competitive information will enable you to begin to qualify out of deals you can't win and to outsell your competitors on a consistent basis in those you can.

Remember the Two Components. You'll Be Glad You Did.

Tough qualification combined with strategic competitive selling does work. After confirming that size did not matter in a face-to-face meeting with a division president of a $5 billion corporation, my client, the CEO of a small enterprise software company commanded that his team pursue a $2 million contract competing against a $750 million rival. Now there is a David and Goliath scenario.

I coached that sales team during the nine month sales cycle. Among other things, we diluted the competition's apparent strengths and portrayed their large size as a liability, which in this case it really was.

My client's team outsold the competition and won the business. And earned a lot more business after that, because they delivered what they promised to their customer. As the CEO related to me, elated with a contract five times larger than anything his team had secured up to that time, "the most important thing for me is that this process is repeatable."

Before founding The Stein Advantage, Inc. in 1997, Dave Stein spent more than 20 years employed in a diversity of executive sales and marketing roles for corporations worldwide. Dave consultants with, coaches, speaks and trains on competitive selling strategies, helps companies to strategize specific, complex opportunities, organize a sales organization, present and position themselves with analysts in the best possible light, as well as to recruit and hire the best sales reps. He is the author of the Amazon best selling business book: How Winners Sell: 21 Proven Strategies to Outsell Your Competition & Win the Big Sale, Dearborn Trade Press, May 2004. For more info: or contact his office at [email protected] or call (845) 621-4100.

In The News:

Amazon Great Indian Festival, Flipkart Big Billion Days sales are illegal, says Indian traders group  India TodayThe Confederation of All India Traders (CAIT) is demanding a ban on all the festive season sales on Amazon and Flipkart, on the account of them violating the ...
4 Proven Sales Techniques for Introverts  EntrepreneurHate making the hard sell to strangers? Learn these techniques to make sales without going too far outside your comfort zone.
India bans e-cigarette sales and warns of ‘epidemic’ use among youth  The VergeIndia has banned e-cigarettes as US health inspectors investigate a series of deaths linked to vaping. Reuters reports that an executive order prohibits selling, ...
Ric Ocasek’s Death Brings Turbo Boost to the Cars’ Sales, Streams and Airplay  VarietyIn the two days following Ric Ocasek's death, Cars sales and streams skyrocketed, and "Just What I Needed" was radio's most played song.
Demand for anti-infectives aside, pharma sales are under pressure  LivemintDomestic revenues rose 9.4% last month, primarily driven by the malaria and anti-infective segments.Sales of anti-infective drugs grew 11.3% in value terms, ...
Amazon, Flipkart woo sellers to ensure deep discounts in festive sales  Business StandardAmazon India and Flipkart are rolling out the red carpet for sellers on their marketplace platforms to ensure attractive discounts during the upcoming festive sales ...
Stale Snack-Bar Sales Hurt General Mills  The Wall Street JournalGeneral Mills extended its sales slump after encountering poor demand for brands including Yoplait yogurt and Nature Valley bars.
How to build a strong sales team with a tight startup budget  YourStoryOne of the many reasons startups fail is due to the poor quality of their sales teams. Most tech entrepreneurs have an engineering background, and thus lack the ...
India Bans E-Cigs as Juul Sales Are Mysteriously Halted in China  GizmodoIndia this week moved to ban e-cigarettes in a move that will see illegal use of the products punishable by up to three years in prison for repeat offenses.
EDITORIAL | Gun sales find an easy path online  Star TribuneAs the gun debate grinds on, it's becoming increasingly obvious that the loophole exempting private sales from background checks in many states — including ...
Want to optimize sales performance? Reduce commissions on sales of popular items and provide sales incentives  Phys.OrgAccording to new research published in the INFORMS journal Marketing Science, companies can improve sales performance when they adjust sales ...
Holiday Sales: Early Projections Set Bullish Tone  Market RealistAs the holiday season gets closer, early projections indicate that better days are ahead for retailers. For instance, Deloitte expects a 4.5%–5% increase in ...
Handmaid's sales: Margaret Atwood's The Testaments is immediate hit  The GuardianNovelist's return to the dystopia of Gilead sold more than 100000 copies in hardback in its first week on sale in the UK.
Tech Breakthrough Could Help Slumping Electric Car Sales  OilPrice.comElectric vehicles have seen a shocking slump in sales, but a new tech breakthrough could breathe new life into the industry.
European Car Sales Plunge, Deepening Industry Woes  BloombergEuropean car sales fell sharply in August, deepening the woes of an industry battling sluggish demand in key markets and the challenge of rolling out electric ...
Michigan bans sales of flavored e-cigarettes  msnNOWMichigan Gov. Gretchen Whitmer (D) on Wednesday banned the sale of flavored e-cigarette products effective immediately in response to rising youth vaping ...
As Benetton’s ‘Design Shift’ Boosts Sales, It Considers Opening U.S. Stores Again  FortuneThe United Colors of Benetton storied family-owned knitwear brand is seeking to make waves in Italian fashion under the artistic guidance of French designer ...
Jeep Gladiator Recalled, Sales Stopped To Fix Rear Driveshaft Issue  Motor1.comA few weeks ago, we reported that lease prices of the Jeep Gladiator were really low. Unfortunately, the offer is now over and, in fact, you might not be able to ...
Jeep Inaugurates New Sales and Service Facility in Siliguri  News18With this new facility, FCA now has 85 sales and *service* outlets across India in 72 towns and cities.
KTM 125 Duke, RC help increase company sales to 49 percent - Aug 2019  RushLaneKTM India has posted a massive growth of 49.69% sales growth, thanks to their two new motorcycles - Duke 125 and RC 125. Here are the details.
Black Friday 2019: Deals, Ads, Date, Predictions, Sales We Want  Laptop MagLet's face it, Black Friday 2019 and Cyber Monday 2019 will be here before you know it. In fact, we're just two holidays away from the biggest shopping event of ...
No impact on sales due to slowdown: Amazon India  Moneycontrol.comExuding confidence about its India operations, Amazon said that there has been no impact of slowdown on its sales. Amazon India on September 16 announced ...
Rockwall, Denton counties led in August home sales gains  The Dallas Morning NewsRockwall and Denton counties were the big winners in the August home market.The two counties had the biggest jump in home sales in the D-FW...
Home sales on crash course in Kolkata  Times of IndiaSales of homes in Kolkata have slumped by 20%-25% in the past three months, sending jitters through the industry with insiders claiming the situation.
Liz Truss should resign over illegal Saudi arms sales, say MPs  The GuardianThe international trade secretary, Liz Truss, is facing calls to resign after admitting the government breached a court order banning the sale of weapons to Saudi ...
Amid executive turnover, BuzzFeed refocuses its sales strategy  DigidayBuzzFeed CEO Jonah Peretti has been talking about revenue diversification and balance for years. Following his company's latest executive departure, the ...
Amid a sharp auto slowdown, small towns drive up sales of used cars  LivemintSales of used cars are estimated to rise to as many as 4.4 million units this fiscal from 4 million in the previous fiscal.Car resellers expect the surge in sales of ...
Austin consumers tap brakes on auto sales in August  Austin American-StatesmanAustin-area consumers throttled back on auto purchases in August, according to a new industry report.Central Texas dealerships sold 10798 new cars and ...
Tesla Model 3 dominates global EV sales, chases down fossil fuel competitors  The DrivenGlobal sales of the Tesla Model 3 electric sedan are blowing all other electric vehicle (EV) competitors out of the water, selling almost 3 times more globally than ...
4 Cannabis Stocks Valued at Less Than 2 Times 2020 Sales  The Motley FoolFor years, the words "value" and "cannabis" pretty much didn't belong in the same sentence. That's because marijuana stock valuations were going through the ...
Despite sharp slowdown, small towns drive up sales of used cars  MoneycontrolIndia's used car market is booming at a time when the domestic automotive industry is battling one of its worst sales slump. The demand in used cars is being ...
Housing slowdown: Miami home sales fall 13% in August  The Real DealHome sales in Miami fell 13 percent in August compared to August of the previous year.
Opioid sales fuel Purdue Pharma settlement as critics scream 'blood money'  Fox NewsThe tentative multibillion-dollar settlement with OxyContin maker Purdue Pharma would raise money to help clean up the opioid mess by ... selling more ...
Fanatics hires Nike exec as CFO; business is targeting over $2.5 billion in sales this year  CNBCFanatics has hired Nike's corporate audit and chief risk officer, Michener Chandlee, who's been with the athletic apparel giant for more than a decade, ...
Initial jobless claims, existing home sales — What to know in markets Thursday  Yahoo FinanceThursday, investors can expect the weekly initial jobless claims figures, as well as existing home sales for the month of August.
Amazon reveals Great Indian Festival sale offers: Find out more  LivemintAmazon will hold yet another leg of its Great Indian Festival sale this month. The sale will see offers on smartphones, laptops, cameras, large appliances & TVs, ...
India's pre-owned smartphone sales will touch 48 million in 2020: techArc study  ETTelecom.comThe overall pre-owned smartphone sales will touch 48 million in 2020, up from 26 million in 2016, according to an exclusive report by techArc.
City of Steamboat's July sales tax revenue up 5% over last year  Steamboat Pilot & TodaySTEAMBOAT SPRINGS — City sales and use tax collection in July saw a slight increase when compared to the previous year, according to a report released by ...
Cars In Demand: MG Hector Sales Numbers Double Of Mahindra XUV500 In August 2019  CarDekhoThe MG Hector single-handedly drove the segment growth when most cars witnessed a slump.
W.Va. sues over pelvic mesh implant after sales halted in US  The San Diego Union-TribuneWest Virginia is suing Johnson & Johnson over its marketing of a surgical mesh used to treat pelvic conditions in women after regulators halted sales of the ...
AT&T is reportedly exploring a sale of DirecTV  CNNAT&T is considering selling DirecTV, according to the Wall Street Journal.
Ban Amazon and Flipkart's festival sales, traders body urges govt  LivemintTraders body CAIT has written to the govt seeking a 'blanket ban' on festive season sales conducted by e-commerce giant Flipkart, its rival Amazon and others.
CAIT seeks ban on Amazon, Flipkart's festive season sales  MoneycontrolThe Confederation of All India Traders (CAIT) on September 13 asked the government to ban upcoming festive sales on Amazon India and its rival Flipkart.
Mayor Lori Lightfoot’s Zoning Plan For Legal Marijuana Would Ban Pot Sales In Most Of Downtown Chicago  CBS ChicagoCHICAGO (CBS) — Recreational marijuana sales would be banned in most of downtown Chicago, and the rest of the city would be split into seven “cannabis ...
Waterloo gun shop sees spike in sales in the past month  kwwl.comWATERLOO, Iowa - An eastern Iowa gun shop says they've seen a spike in sales, and they say recent statements in the Democratic Presidential debates may ...
Emergency Ban on Sales of Flavored E-Cigarettes in New York Approved  JEMS.comNew York State Department of Health Commissioner Dr. Howard Zucker to Evaluate a Ban on Menthol Flavor and Offer Recommendation within 14 Days.
Bills fans showing Josh Allen love with skyrocketing merchandise sales  Buffalo NewsJosh Allen has been showing his love for Buffalo, and Bills fans are showing it back in the form of purchasing his jersey and other merchandise. Sales of All…
Maruti Suzuki blames increase in ownership cost for declining car sales  Business StandardThis view comes in the backdrop of Finance Minister Nirmala Sitharaman's comment that a change in the ownership pattern of cars from owned vehicles to cab ...
West Elm and 6 Other Home Decor Sales We’re Excited About The Week of September 16  Architectural DigestThe best home decor sales from West Elm, Anthropologie, Walmart, and more this week.
Kronos appoints new senior director, sales for India  Economic TimesDoshi joined Kronos in 2007 as solution consulting and business development manager, before becoming the head of marketing.
Royal Enfield 650 Twins sales cross 15,000 - Creates new record  RushLaneRoyal Enfield 650 Twins sales have crossed the 15000 mark. Launched back in Nov 2019, it is the fastest to reach 15k sales mark in the segment.
Renault expects to buck sales downtrend with Triber  Autocar IndiaRenault India sees its volumes reviving in this challenging market on the back of the brand-new seven-seat Triber. Click for more details.
Kiwis gobble up KFC as Restaurant Brands' lifts 2Q sales  New Zealand HeraldRestaurant Brands New Zealand lifted second-quarter sales 3.5 per cent as growing demand for the fast-food operator's local KFC chain more than offset the ...
Hyundai Venue sales helps brand gain UV market share  Autocar IndiaHyundai posted a 7.14 percent gain in the UV market on the back of strong demand for the Venue compact SUV. Click for more.
Tractor sales free fall continue, see sharpest decline in August  ETAuto.comIn August 2019, tractor sales stood at 37, 050 units against 44390 units in the same month last year, according to the latest data by Tractors and Me..
Early iPhone 11 sales reports confirm the obvious: It’s the price, stupid  VentureBeatLower prices and aggressive promotions appear to be helping the iPhone 11's sales during what might otherwise have been a tough holiday season.
Realme 5 Pro to Go on Sale Again in India Today at 8pm via Flipkart, Price, Offers, Specifications  Gadgets 360Realme 5 Pro price in India starts from Rs. 13999 for its base 4GB RAM/ 64GB storage variant.
7 paid iPhone apps on sale for free on September 18th  BGRIf you missed our iPhone and iPad app roundup yesterday, definitely go back and check it out because there are still some paid iOS apps in there that are on ...
'Borderlands 3' PC Sales Reveal An Important Truth About The Epic Games Store  ForbesWhen you look at the sales of 'Borderlands 3' on the Epic Games Store, it's hard to ignore an important truth.
Retail sales are surging — or are they? CBA and NAB have very different views  ABC NewsIt is one of the big questions hovering over the Australian economy: has the combined impact of lower borrowing costs and tax cuts loosened consumers' purses ...
Car sales plunge nearly 17 percent in August  Houston Chronicle New vehicle sales in the Houston area plunged 16.7 percent last month, despite Labor Day weekend discounts and lower interest rates.
The Cars' Music Sales Increase 2,662% After Ric Ocasek's Death  BillboardSales of The Cars' catalog of albums and songs surged by 2662% in the wake of the Sept. 15 death of the band's leader, Ric Ocasek.
August Home/Condo Sales  PoPvilleThanks as always to realtor Kevin Wood for compiling this monthly list of home/condo sales for PoPville. Click below on “August 2019 Sales” for the full list of ...
Amazon, Flipkart violating FDI norms through festival sale: CAIT  Moneycontrol.comThe Confederation of All India Traders (CAIT) on September 17 said e-commerce companies such as Amazon and Flipkart are violating the foreign direct ...
'Justice On Trial' Tops New Anti-Kavanaugh Book In Amazon Sales  The FederalistThe day of the NYT Times Reporters' book was released, "Justice On Trial" ranks No. 168 on Amazon while "The Education of Brett Kavanaugh: An ...
Daniel Jones jersey sales are up 500 percent since being named Giants starting quarterback  CBS SportsThis week the New York Giants announced that they will make rookie quarterback Daniel Jones the starter over two-time Super Bowl champion Eli Manning, ...
Russian comics get sales boost after culture minister calls them 'pathetic'  The GuardianVladimir Medinsky's comments have sparked backlash from fans and boosted sales, according to one Russian publisher.
As Illinois prepares for recreational marijuana use, one city bans cannabis sales  KTVI Fox 2 St. LouisO'FALLON, IL – The day after a Metro East city council voted to ban recreational cannabis sales within city limits, a non-profit group met in that community to help ...
Festive Season Sales: Amazon Expands Furniture Category To Match Flipkart’s Pace  Inc42 MediaAmazon expans its furniture and furnishing category with over 1.6 Lakh products, sourced from smaller businesses for the festive season sale.
Top 10 scooter sales Aug 2019 - Honda Activa No 1, Hero Destini No 10  RushLaneHonda Activa continues to stay on top of the sales chart in the scooter segment. It has sold 4 times more than the 2nd place TVS Jupiter.
Tribal pipe sales ending at Pipestone National Monument  Duluth News TribunePIPESTONE, Minn. — Following lengthy consultation with 23 affiliated tribes, officials at the Pipestone National Monument, a pipestone quarry in southwestern ...
Cognizant CEO wants sales hands to target top 300  Economic TimesMUMBAI: In a bid to stave off competition in digital services offerings, Cognizant CEO Brian Humphries has directed client-facing executives to increase sales to ...
Priciest home sales in Rockville Centre  Long Island Business NewsThe three highest-priced home sales in Rockville Centre last month ranged from $1.165 million to $1.287 million.
How would Ola, Uber cause truck sales to plummet: Yashwant Sinha  India TodayFormer BJP leader Yashwant Sinha questioned Finance Minister Nirmala Sitharaman's claim that rise of Ola and Uber affected the automobile sector, asking ...
Abe Rival Says Japan Sales Tax Hike Is ‘Crazy,’ Wants It Abolished  BloombergJust as Japan braces itself for a hike in the sales tax to 10% on Oct. 1, one of Prime Minister Shinzo Abe's would-be rivals is calling for it to be abolished ...
Kathmandu FY profit climbs on Aussie sales's key Australian market appears to be weathering the retail chill, with sales of its signature puffer jackets helping offset a revenue decline in New ...
Redmi K20 series tops 3 million sales, new K20 Pro Exclusive Edition coming September 19 - news  GSMArena.comXiaomi's Redmi K20 and K20 Pro have reached another milestone, topping 3 million sales worldwide. Back in July Xiaomi celebrated the 1 million sales mark of ...
Michigan's ban on sales of flavored e-cigarettes officially takes effect  WNEM SaginawMichigan Gov. Gretchen Whitmer released the emergency rules banning flavored nicotine vaping products on Wednesday. Facebook · Twitter · SMS · Email ...
A Decline in RV Sales Is Bad News for Trump  BloombergLast summer something strange started happening in the recreational-vehicle business. Even as President Donald Trump proclaimed “an economic turnaround ...
JLR’s China sales are up, but it’s too early to call recovery at Tata Motors  LivemintIt is too early to hope for a turnaround, amid continued turbulence in the automobile industry, globally.Weak sales and capacity utilization have been translating ...
New Air India sale offer may keep working capital debt out  Economic TimesNEW DELHI: The government is likely to consider selling Air India in such a way that the acquirer does not have to take on its working capital debt, thus halving ...
Adobe Projects Slower Sales Growth for Marketing Products  BloombergAdobe Inc. gave a revenue forecast for the current period that fell short of Wall Street estimates, signaling slower sales growth for its newer marketing products.
Biosimilars will leave a $10B gap in Roche's sales, but new drugs can more than fill it: exec  FiercePharmaRoche expects its newer drugs, led by multiple sclerosis therapy Ocrevus, will deliver CHF 16.3 billion in additional sales between 2018 and 2023. (Roche).
Mayor Lori Lightfoot plans recreational marijuana sale restrictions  Crain's Chicago BusinessThe mayor debuts her first moves into regulating recreational marijuana in the city.
Automobile dealers urge SIAM to report monthly sales on actual-registration basis  BusinessLineAutomobile dealers' body FADA has asked its auto industry counterpart SIAM to start reporting monthly sales data on the basis of actual registrations on the ...
New York state bans sales of flavored e-cigarettes  EngadgetNew York isn't waiting for the federal government to take action on teen vaping. Governor Andrew Cuomo has announced an "emergency executive action" that ...
Nitin Bawankule appointed Head of Ad Sales at Star India  Exchange4MediaBawankule moves from Google Cloud India where he holds the post of Country Director.
Auto Sales Surge 1.8% in August, Spending Flat Ex-Autos  MishTalkA surge in auto sales buoyed consumer spending in August. Ex-autos, retail spending was flat.
Car, SUV sales at a two-decade low in August 2019  Autocar IndiaOverall passenger vehicle sales decreased 31.57 percent, compared to August 2018. Click for more details.
Absolute Carnage, Marvel Comics #1000, X-Men Dominate August 2019 Sales  CBR - Comic Book ResourcesAugust was almost all about Marvel Comics, as the publisher squeezed everyone not named Batman out of the Top Ten.
The Morning After: New York state moves to ban sale of flavored e-cigarettes  EngadgetHey, good morning! Welcome to Monday morning! New York state is rushing to ban sales of flavored e-cigarettes, there are even more Pixel 4 leaks -- focused ...
Electric cars are cutting into combustion engine sales  QuartzCalifornia's car buyers are shifting their loyalties from the internal combustion engine to electric batteries—but ever so slowly. Despite car sales declining in the ...
Despite heavy discounts, festive season fail to drive up vehicle sales  Business StandardDespite heavy discounts from automobile manufacturers, customers don't seem to be excited this festival season, with sales during Onam and Ganesh Chaturthi, ...
Ministerial panel to discuss Air India sale on Thursday: Hardeep Singh Puri  LivemintNew Delhi: A ministerial panel considering the sale of national carrier Air India after a failed attempt last year will explore, starting Thursday, all ways of making ...
India auto sales decline for 10th straight month, worst slump in two decades  LivemintMumbai: Sales of cars and SUVs in India declined for a 10th month in August, as the worst slump in almost two decades for the country's auto sector shows no ...
4 Tools to Help Personalize Your Marketing, and Increase Your Sales  Social Media TodayAdvanced personalization has been around for years - for example, we're now pretty much used to personalized recommendations we get every time we return ...
Aurora City Council to set hearing on marijuana sales  Chicago TribuneAurora is moving forward with its process to consider legalized marijuana sales in the city.
With stake sales, Yes Bank is now poised for a makeover  LivemintMumbai: Yes Bank's shareholding structure may witness a major churn by the year-end as founder Rana Kapoor has initiated talks to sell a part of his holding to ...
Bajaj Dominar price increased by Rs 10k - Sales decline to 927 in Aug 2019  RushLaneLaunched in April 2019, Bajaj has now announced the third price hike of Dominar 400. This is the highest price hike ever given to Bajaj Dominar.
Royal Enfield Classic, Thunderbird sales down, Bullet, Himalayan grow - Aug 2019  RushLaneRoyal Enfield Classic 350 has posted its lowest monthly sales in many years. Thunderbird sales also down. Bullet, Himalayan sales grow.

How to Really Benefit from Associations (Part 1 of 3-Part Series)

Looking for new leads, new contacts, new business opportunities? Do... Read More

Hurrican Selling Styles

As I prepare this issue of this Newsletter, at 37,000... Read More

The Most Important Word in a Business Letter

What do you think it is? Many experts insist it's... Read More

?The Power Of Consumer Opinion, & How To Profit From It!?

Selling is just a whole lot easier when you know... Read More

I Don?t Want To Be Sold; I Want To Buy

I went shopping for clothes today.My plan was to buy... Read More

Sealing The Deal Over The Business Meal

Doing business over meals is a ritual that has existed... Read More

The Biggest Mistake In Selling!

Some trainers and sales managers teach that there are prospects... Read More

Give Up the Need to Sell

Most business people will tell you that selling is not... Read More

The Prejudging Predicament

There's a direct correlation between sales experience and prejudging. The... Read More

To Sell Successfully, You Have to Be Willing to Be Different

We are complex. We confidently assert that we are independent... Read More

Why People Use Long Sales Copy

Have you ever wondered why some people use long sales... Read More

The Secrets Behind Hypnotic Selling

Hypnosis has been a taboo word for far too long.... Read More

Why Are We All So Afraid?

What can strike terror into the heart of even the... Read More

Why There Will Always Be High Paying Sales Jobs

With the revolution crushing once solid business models on... Read More

Another Warm Lead

Saturday morning, I sat in my pajamas, sipping strong, black... Read More

How Many Ways Do You Have To Justify Your Price?

If you were selling a mansion, and you were selling... Read More

Three Ways to Increase Mortgage Applications

If you are in the mortgage business, the very first... Read More

6 Creative Questions To Move From HOW Are You To WHO Are You

Imagine you just met someone new. The formalities of names,... Read More

Successfully Selling Your Professional Services

As a professional service provider you face special challenges promoting... Read More

Top Seven Ways to Write An Order-Pulling Sales Letter

Ready to put your Web pages up? Ready to sell... Read More

Dead Silence From Your Prospect: The Worst Sound Of All

Could this be the worst moment in your selling cycle?You've... Read More

Seminars for Prospecting

The purpose of a 1- or 2-hour seminar is to... Read More

Create A Killer Product by Writing Your Sales Letter First!

You may not realize this, but when if you are... Read More

How to Reach Purchasing Agents of Big Corporations

Now business owners and sales professionals can develop a Faster... Read More

Are You REALLY Listening?

Being a good listener requires more than just keeping quiet... Read More