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.
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