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Eat Their Lunch
- Winning Customers Away from Your Competition
- Lu par : Anthony Iannarino
- Durée : 6 h et 25 min
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Eat Their Lunch
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Description
The first ever playbook for B2B salespeople on how to win clients and customers who are already being serviced by your competition, from the author of The Only Sales Guide You'll Ever Need and The Lost Art of Closing.
Like it or not, sales is often a zero-sum game: Your win is someone else's loss. Most salespeople work in mature, overcrowded industries, your offerings perceived (often unfairly) as commodities. Growth requires taking market share from your competitors, while they try to do the same to you. How else can you grow 12 percent a year in an industry that's only growing by three percent?
It's not easy for any salesperson to execute a competitive displacement - or, in other words, "eat their lunch". You might think this requires a bloodthirsty "whatever it takes" attitude, but that's the opposite of what works. If you act like a Mafia don, you only make yourself difficult to trust and impossible to see as a long-term partner. Instead, this audiobook shows you how to find and maintain a long-term competitive advantage by taking steps like:
- Ranking prospective new clients not by their size or convenience to you, but by who stands to gain the most from your solution
- Understanding the different priorities for everyone in your prospect's organization, from the CEO to the accountants, and addressing their various concerns
- Developing a systematic contact plan for all those different stakeholders so you can win over the right people at the organization in the optimal sequence
Your competitors may be tough, but with the strategies you'll discover in this audiobook, you'll soon be eating their lunch.
Commentaires
“Consider this a playbook for how to break into your competitor’s house and steal his prized possession.” (Jeff Shore, president of Shore Consulting and author of Be Bold and Win the Sale)
“Just beating the competition is no longer acceptable. It’s about putting them in their place - second place - and keeping them there. Eat Their Lunch is direct, on point, and on the money. Your money.” (Jeffrey Gitomer, author of The Little Red Book of Selling and The Sales Manifesto)
“Iannarino takes a deep and much-needed dive into territory we don’t like to admit exists: crowded, competitive, and challenging marketplaces. If youare reading this, that likely describes your world, so do yourself a favor and read this book.” (Andrea Waltz, coauthor of Go for No!)