Eat Their Lunch: Winning Customers Away from Your Competition Audiobook (Free)

The first ever playbook for B2B salespeople on how best to win clients and customers who are already being serviced by your competition, from the writer from the Only Sales Information 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 function in mature, overcrowded sectors, your offerings perceived (often unfairly) as commodities. Growth requires acquiring market share from your competitors, while they make an effort to do the about Eat Their Lunch: Winning Clients Away from YOUR RIVALS same for you. How else is it possible to grow 12 percent a year in an market that’s only developing 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 involves a bloodthirsty ‘whatever it calls for’ attitude, but that is the contrary of what works. If you become a Mafia don, you merely make yourself tough to trust and impossible to see like a long-term partner. Instead, this book shows you how to discover and maintain a long-term competitive benefit by taking measures like:

• ranking potential new clients not really by their size or convenience for you, but by who stands to get the most from your own solution.

• understanding the various priorities for everybody in your prospect’s firm, through the CEO to the accountants, and dealing with their various concerns.

• making a systematic contact arrange for those different stakeholders and that means you can win over the proper people at the organization in the perfect sequence.

Your competitors could be tough, but using the strategies you will discover with this book, you’ll soon be eating their lunch.