The Only Sales Guide You'll Ever Need

by Anthony Iannarino, Mike Weinberg (Foreword by)

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:	186,353
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.

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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

Editorial Reviews

Anthony Iannarino is among the best in the sales world. And his new book is a magnificent tool for any salesperson.”—BOB BURG, bestselling author of The Go-Giver

“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

From the Publisher