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.
Link dead/Question/Request? Please touch me at
This free ebook is meant only for those who want to broaden their knowledge, but due to limited economic condition, cannot afford to buy on official selling channels (bookstores, Amazon, etc.). If you have money, please buy it to support the author, thank you!