Demonstrate your expertise and credibility from "summary" of Eat Their Lunch by Anthony Iannarino
To win deals, you must prove to your prospects that you are an expert in your field. You need to show them that you have the knowledge, skills, and experience necessary to help them solve their problems and achieve their goals. This means that you need to do your homework and come prepared to every meeting with insights and ideas that demonstrate your understanding of their industry, their company, and their challenges.
One way to demonstrate your expertise is to ask probing questions that show you understand the complexities of their situation and can offer valuable advice. By asking the right questions, you can uncover hidden needs and opportunities that your competitors may have missed. This not only helps you build credibility with your prospects but also positions you as a trusted advisor who can provide valuable insights and guidance.
In addition to asking the right...
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