After analyzing over 1,000 competitive sales campaigns I've discovered they fall into three types:

The Bake-Off--the salesperson believes their product has the best product features. The best looking pie wins. Typically there is an over reliance on product features and relationships are overlooked The Trade-Off -- the salesman swoops in at the 11th hour and trades away their margins and tries to secure the deal on price alone. The Lift-Off -- Rainmakers start their selling process before the bid goes public. They act as advisors and often have won the deal at high margins before the Bakers and the Traders have woken up! This episode dissects the pros and cons of each and shares tips on how you can win. Check the show notes at www.for a downloadable PDF that compares these different sales behaviors at Sellthesizzle.net