The USA Today bestseller by the star sales speaker and author of The Sales Blog that reveals how all salespeople can attain huge sales success through strategies backed by extensive research and experience.
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
Anthony Iannarino is an international speaker, an author, and a sales leader. His acclaimed blog draws an average of 50,000 readers every month. He leads a high-performing sales team, speaks to sales organizations nationwide, and teaches part time at Capital University's Capital School of Management and Leadership. He lives with his family in Westerville, Ohio.
Read an Excerpt
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.
Excerpts are provided by Dial-A-Book Inc. solely for the personal use of visitors to this web site.
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
Most Helpful Customer Reviews
Full disclosure: I was one of the fortunate few that received an advance copy of this book. Double Full Disclosure: After I finished it, I purchased 10 more copies for my team. The book is that good. Most books on sales tend to talk exclusively about skills and techniques, which is great because we all need those. But to focus on external skills alone is like trying to build a 50 story skyscraper on a residential home's foundation...the groundwork isn't right. That is why you need this book. If you want to build a stable successful sales career, you need to start with the foundation, and then build well on top of it. In this book, Anthony Iannarino had given you everything you need to do that. It starts with you. This book will help you improve in a ton of areas: Self Discipline Optimism Caring Competitiveness Resourcefulness Initiative Persistence Communication Accountability Then it moves on to the skills this more healthy, well rounded salesperson needs: Closing Prospecting Storytelling Diagnosing Negotiating Business Acumen Building Consensus Leadership The Only Sales Guide You'll Ever Need is written beautifully. It is easy to read and absorb and Anthony will guide you to build the best sales career you possibly can. If you're a salesperson, this book will help you become better through self examination and skill building. If you are a sales leader, you will want to get a copy for everyone on your team and walk through it together. Anthony has also provided resources and worksheets for you to help your team members improve by focusing on the idividual areas covered in the book. Buy the book. You won't regret it.
“I have just had the pleasure of reading “The Only Sales Guide You’ll Ever Need” by Anthony Iannarino. I can highly recommend Iannarino’s book as it is a masterful display of the mindset all sales professional’s require to compete at the highest level in today’s ultra-competitive Buyers’ marketplace. Iannarino is not only inspirational in his delivery of profiles and need to know lists of sales ideas, he shows empathy for hungry sales professionals and their pick and choose clients. Iannarino clearly outlines why none of us in business are owed anything buy our current clients and what he refers to as dream clients. What I particularly liked about Iannarino’s work is that his authorial voice is clear, honest, motivational, brave and strong. One line in his book is still ringing in my ears “Remember, no opportunity is ever closed that hasn’t first been opened”. Sports greats Michael Jordan or Wayne Gretsky could have easily been the author of this truism. Buy “The Only Sales Guild You’ll Ever Need” today. Read this book with highlighter markers and sticky notes in hand. This book is filled with diamonds and pearls. It is filled with Iannarino’s honest sales successes and failures. It is full of what you need to know to land and keep whale sized accounts from amazing dream customers!” By Patrick Tinney Author of Perpetual Hunger and Unlocking Yes
I am a long time reader of Anthony's Sales Blog and have anxiously awaited this book. I was fortunate to receive a galley copy and I anxiously await my hard back. Many of us salespeople purchase sales books hoping for a "tactic" that will help us close the next deal in our pipeline. THIS IS NOT THAT BOOK. This book is a step-by-step guide to help the reader develop in all areas of sales. Each chapter builds on the previous and includes assigned tasks to develop the skill set necessary for sales success. Upon mastery of the "mindsets" and "skills" offered in this book you will be not only a valuable asset to your company, but also a trusted advisor and partner to your clients. Not a bad deal for $20 and some sweat equity.
This book is a steal...for under $20 you get almost 3 decades of sales mastery, which will earn you thousands of dollars. What more ROI do you need?
Everyone in business and sales needs to read this book! It is straight forward with no bull or fluff. Anthony is an expert. He learned on the street, prospect by prospect and customer by customer. Check out his blog, thesalesblog.com and get his book today!
This book is evidence of what I've been saying for years - Anthony Iannarino is the greatest living sales writer. I've read a lot of sales books, and this one really is all encompassing when it comes to the fundamentals of sales, and what makes the difference between mediocrity and stunning success. This book teaches you how to build a long lasting career by understanding how to build relationships with your dream clients, from above the funnel work, through prospecting, relationship building, and nurturing. He teaches you the skills you need to get a next commitment, when to ask for it, and when to listen. When to go slow, and when to go fast. But I actually think this is more than a sales book. Or rather, it's a book that all career minded people should read because ALL of us have to sell ourselves and our ideas and build relationships to do that. Anthony talks about the mindset and approach you need to sell yourself, not just a product or service. I highly recommend this book for sales professionals, but also for young people just starting their career. There are nuggets of knowledge that it took me years to learn.