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.

Hosted on Acast. See acast.com/privacy for more information.