You Either Win, Or You LOSE in Sales - Anthony Iannarino 'Eat Their Lunch' Chapters 7, 8 & 9
Inward Book Club
English - January 25, 2019 13:57 - 41 minutes - 77.2 MB - ★★★★★ - 2 ratingsBusiness business entrepreneur leadership entrepreneurship marketing finance interview health entrepreneurs fitness Homepage Download Apple Podcasts Google Podcasts Overcast Castro Pocket Casts RSS feed
This book is about winning competitive business in a me too market and Iannarino refers to the 'red ocean' - when you're competing against someone whose product is similar to your own and where it's a zero some game i.e. they lose, you win.
Chapter 7: 'Building Consensus Horizontally and Vertically'.
This chapter talks about a sales pitch where you've got different decision makers involved in the process to get your product/solution signed off and the interrelationship between those people.
Chapter 8: 'Finding a Path to a Deal'
More often than not, most deals follow a path. Maybe not a grooved path that others have walked on, but they still follow a path.
Chapter 9: 'Creating a Preference'
This opens part 3 of the book and is one of my favourite bits of the book.
His opening line in each chapter is excellent and this one is no exception: 'We often forget that the act of selling is about creating a preference to work with us instead of our competitor' well said. I think a lot of people we interview forget that - you're in the business of persuade the customer to do something that they might not have done without you.