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3 Ways to Create Opportunities in Sales - Anthony Iannarino 'Eat Their Lunch' Chapters 4, 5 & 6
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We're on Chapters 5, 6 & 7 of Anthony Iannarino's 'Eat Their Lunch'. Are we glad we're reading the book? Yes, 100%. Would we recommend that you buy the book? Yes, 100%.
We felt like the book lost some of it's flow in these chapters, particularly chapter 5. Perhaps that's because we wanted the book to go in a slightly different direction.
Chapter 4: 'Prospecting with the Intention of Displacement'
First off, what a cracking title to a chapter. It had our attention. Anthony is looking at how to develop your dream list of clients and he is spot on!
He also talks about how looking at a company's website just isn't enough research. And that's a BIG pet hate of ours!
There are some great takeaways in this chapter - 1 of them being making sure to block out time in your diary otherwise the task isn't going to get done.
Chapter 5: 'Helping Your Dream Clients Discover Something'
This chapter was quite dense and theoretical and as viewers may know, we love the more practical side of sales books that you can implement tomorrow. It's not a bad chapter at all, it's just dense.
A fascinating read and if we didn't already have a paradigm that we've integrated, we would be using this book a lot more!
Chapter 6: 'Creating Opportunities'
We were a bit disheartened after chapter 5, but after we finished chapter 6 and put the book down, we thought 'great, now we're rocking again'.
For us, this chapter needed more on how to actually get an appointment.
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