“In today’s sales environment, you are a primary differentiator. Iannarino clearly outlines the mind-sets and skill-sets needed to become invaluable to your clients and achieve more than you ever thought possible.” —JILL KONRATH, author of Agile Selling and SNAP Selling
“Anthony Iannarino is a salesperson’s salesperson—an expert who knows what it takes to succeed in the field, because he’s been in the trenches, making calls, building relationships, and closing deals. This book is an extremely useful resource for anyone who sells for a living.” —MICHAEL PORT, author of Steal the Show
“Nobody knows sales the way Anthony does, and he shares everything from sales tactics to mind-set in this book, written in his engaging style. This really is the only sales guide you’ll ever need—from a real salesperson who knows his game.”—MARK HUNTER, author of High-Profit Selling
“Iannarino’s book will guide you through the most challenging and complex issues in sales and, most of all, keep you from getting stuck. Read this book and greatly expand your selling powers.” —TIM SANDERS, former CSO of Yahoo and author of Dealstorming
“As a salesperson, your craft—and how well you know it—is actually your biggest competitive advantage in any scenario. If you want to perfect your selling skills and win more deals, read this book.” —TRISH BERTUZZI, author of The Sales Development Playbook
“Anthony Iannarino has written a genius book that helps salespeople master the art and science of selling, with practical advice on everything from strategy to execution. This is a game changer for the whole industry.”—GERHARD GSCHWANDTNER, CEO, Selling Power
"Given the proper beliefs and tools, your brain knows how to reach the finish line. This handbook offers you both the mid-set and a tool kit that will optimize your thinking and close deals."— CARMEN SIMON, author of Impossible to Ignore
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.
From the Hardcover edition.