Anthony Iannarino never set out to become a salesman, let alone a sales manager, speaker, coach, or writer of the most prominent blog about the art and science of great selling. He fell into his profession by accident, as a day job while pursuing rock-and-roll stardom.
Once he realized he'd never become the next Mick Jagger, Iannarino turned his focus to a question that's been debated for at least a century: Why are a small number of salespeople in any field hugely successful, while the rest get mediocre results at best?
The answer is simple: it’s not about the market, the product, or the competition—it’s all about the seller. And consequently, any salesperson can sell more and better, all the time.
Over twenty-five years, Iannarino has boiled down everything he's learned and tested into one convenient book that explains what all successful sellers, regardless of industry or organization, share: a mind-set of powerful beliefs and a skill-set of key actions, including...
·Self-discipline: How to keep your commitments to yourself and others.
·Accountability: How to own the outcomes you sell.
·Competitiveness: How to embrace competition rather than let it intimidate you.
·Resourcefulness: How to blend your imagination, experience, and knowledge into unique solutions.
·Storytelling: How to create deeper relationships by presenting a story in which the client is the hero and you're their guide.
·Diagnosing: How to look below the surface to figure out someone else's real challenges and needs.
Once you learn Iannarino's core strategies, picking up the specific tactics for your product and customers will be that much easier. Whether you sell to big companies, small companies, or individual consumers, this is the book you'll turn to again and again for proven wisdom, strategies, and tips that really work.
|Publisher:||Penguin Publishing Group|
|Product dimensions:||6.00(w) x 9.10(h) x 1.00(d)|
About the Author
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Excerpted from "The Only Sales Guide You'll Ever Need"
Copyright © 2016 Anthony Iannarino.
Excerpted by permission of Penguin Publishing Group.
All rights reserved. No part of this excerpt may be reproduced or reprinted without permission in writing from the publisher.
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Table of Contents
Foreword Mike Weinberg ix
Part 1 Mind-Set: The Beliefs and Behaviors of Sales Success 13
Chapter 1 Self-Discipline: The Art of "Me Management" 15
Chapter 2 Optimism: A Positive Mental Attitude 29
Chapter 3 Caring: The Desire to Help Others 41
Chapter 4 Competitiveness: A Burning Desire to Be the Best 53
Chapter 5 Resourcefulness: Finding a Way or Making One 63
Chapter 6 Initiative: Taking Action Before It Is Necessary 75
Chapter 7 Persistence: Breaking Through Resistance 85
Chapter 8 Communication: Listening and Connecting 95
Chapter 9 Accountability: Owning the Outcomes You Sell 107
Chapter 10 Mastering the Mind-Set Elements to Create Influence 115
Part 2 Skill Sets: The Abilities of Sales Success 123
Chapter 11 Closing: Asking For and Obtaining Commitments 125
Chapter 12 Prospecting: Opening Relationships and Creating Opportunities 135
Chapter 13 Storytelling: Creating and Sharing a Vision 145
Chapter 14 Diagnosing: The Desire to Understand 157
Chapter 15 Negotiating: Creating Win-Win Deals 165
Chapter 16 Business Acumen: Understanding Business and Creating Value 175
Chapter 17 Change Management: Building Consensus and Helping Others Change 185
Chapter 18 Leadership: Producing Results With and Through Others 195
Chapter 19 Exercising the Skill-Set Elements to Create a Competitive Advantage 205
Acknowledgments, With Gratitude 211