Eat Their Lunch: Winning Customers Away from Your Competition

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.

• The Lost Art of Closing: Winning the Ten Commitments That Drive Sales
• The Only Sales Guide You'll Ever Need
• Sales Differentiation: 19 Powerful Strategies to Win More Deals at the Prices You Want
• Sales Truth: Debunk the Myths. Apply Powerful Principles. Win More New Sales.
• Objections: The Ultimate Guide for Mastering The Art and Science of Getting Past No
• Gap Selling: Getting the Customer to Yes: How Problem-Centric Selling Increases Sales by Changing Everything You Know About Relationships, Overcoming Objections, Closing and Price
• New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development
• High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results
• Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling
• Jeffrey Gitomer's Sales Manifesto: Imperative Actions You Need to Take and Master to Dominate Your Competition and Win for Yourself...For the Next Decade