The Only Sales Guide You'll Ever Need

The Only Sales Guide You'll Ever Need

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Overview

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.

Product Details

ISBN-13: 9780735211674
Publisher: Penguin Publishing Group
Publication date: 10/11/2016
Pages: 240
Sales rank: 290,724
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.

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Chapter 1
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Excerpted from "The Only Sales Guide You'll Ever Need"
by .
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

Introduction 1

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

Index 215

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