Anthony Iannarino Shows You How and Why To Eat Their Lunch

Wes Schaeffer
January 08, 2019

Telemarketing Is Better Than Ever

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How to handle hate mail
Grouchy people are just grouchy
It is a sign of success when you start getting haters
The world is full of ideas
Put yourself out there
People are at different stages
“The Competitive Displacement Playbook,” a.k.a. “Eat Their Lunch
- “Blue Ocean Strategy, Expanded Edition: How to Create Uncontested Market Space and Make the Competition Irrelevant“
- “Blue Ocean Shift: Beyond Competing – Proven Steps to Inspire Confidence and Seize New Growth“
Competition breeds excellence
You are the value proposition
Own the sale
Stop passing blame
Have insight, ideas, business acumen…bring value
“Capturing Mindshare” chapter 2
The phone is better than ever

You are not different
Your prospects are not different
Why change? Why now? Why us?
11,000 Baby Boomers retire every day
How to handle an RFP
- How to ask for a “no-bid”
- Review it and move them back to Discovery
Play. Be combative and argumentative enough to differentiate and win.
Prospecting is a campaign
- Pick 60 dream clients
- Even those your competitors have on lockdown
- Use the phone
- Follow up with email
- Offer a 20-minute executive briefing—offer VALUE
- Don’t waste their time
800CEORead.com
TheSalesBlog.com—9 years of daily blog
Trust. Caring. That lasts.
Listen.

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