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Eat Their Lunch: Winning Customers Away from Your Competition,Used
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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 zerosum 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 displacementor, 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 longterm partner. Instead, this book shows you how to find and maintain a longterm 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.
⚠️ WARNING (California Proposition 65):
This product may contain chemicals known to the State of California to cause cancer, birth defects, or other reproductive harm.
For more information, please visit www.P65Warnings.ca.gov.
- Q: What is the main focus of 'Eat Their Lunch' by Anthony Iannarino? A: The book focuses on strategies for B2B salespeople to win clients away from competitors, emphasizing the importance of creating long-term relationships and understanding clients' needs.
- Q: How can this book help improve my sales techniques? A: It provides actionable insights on competitive displacement, helping you understand your prospects' priorities and how to approach different stakeholders within an organization.
- Q: Is this book suitable for new salespeople? A: Yes, it offers foundational strategies that are beneficial for both new and experienced sales professionals looking to enhance their competitive edge.
- Q: What are the key strategies discussed in the book? A: Key strategies include ranking prospective clients by benefit, understanding varied priorities within a prospect's organization, and developing systematic contact plans.
- Q: How many pages is 'Eat Their Lunch'? A: The book contains 240 pages.
- Q: What is the publication date of this book? A: The book was published on November 6, 2018.
- Q: What format is 'Eat Their Lunch' available in? A: It is available in hardcover format.
- Q: Who is the author of 'Eat Their Lunch'? A: The author is Anthony Iannarino.
- Q: Does the book offer any specific examples or case studies? A: Yes, it includes practical examples and case studies to illustrate the concepts discussed.
- Q: What makes this book different from other sales guides? A: It uniquely addresses the challenge of displacing competitors in mature markets, focusing on long-term relationship building rather than aggressive tactics.