Customer Centric Selling

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Product is rated as #9 in category Books
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    Informative8.5
    Helpful8.5
    Easy to Read9
    Value for money8.3

    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.

     

    Customer Centric Selling
    Customer Centric Selling

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    Review

    8.2Expert Score
    Key takeaways and thoughts
    Resurrecting Retail is not just a riveting story of the unprecedented crash of industry, but a roadmap for its rebirth.
    Informative
    8.5
    Helpful
    8.5
    Easy to Read
    9
    Value for money
    8.3

    Key Take-aways

    About the book

    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 three 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 audiobook 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 audiobook, you’ll soon be eating their lunch.

    More about the author

    Anthony Iannarino is an international speaker, an author, and a sales leader. His acclaimed blog draws an average of 50,000 readers every month. He leads a high-performing sales team, speaks to sales organizations nationwide, and teaches part time at Capital University’s Capital School of Management and Leadership. He lives with his family in Westerville, Ohio.

    <b>Anthony Iannarino</b>Anthony Iannarino

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