Eat Their Lunch: Winning Customers Away from Your Competition
Anthony Iannarino
Nov 2018 · Penguin Random House Audio · Narrated by Anthony Iannarino
1.0star
1 review
headphones
Audiobook
6 hr 25 min
Unabridged
family_home
Eligible
info
Want a free 11 min sample? Listen anytime, even offline.
Add
About this audiobook
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 3 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 book 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 book, you'll soon be eating their lunch.
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 3 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 book shows you how to find and maintain a long-term competitive advantage by taking steps like:
Your competitors may be tough, but with the strategies you'll discover in this book, you'll soon be eating their lunch.
Ratings and reviews
1.0
1 review
About the author
ANTHONY IANNARINO is an international speaker, sales leader, and the author of The Only Sales Guide You'll Ever Need and The Lost Art of Closing. His acclaimed blog draws an average of 50,000 readers every month. He leads a high-performing sales team, speaks to sales organizations nationwide, and teaches part time at Capital University's Capital School of Management and Leadership. He lives with his family in Westerville, Ohio.
Rate this audiobook
Tell us what you think.
Listening information
Smartphones and tablets
Install the Google Play Books app for Android and iPad/iPhone. It syncs automatically with your account and allows you to read online or offline wherever you are.
Laptops and computers
You can read books purchased on Google Play using your computer's web browser.
