"Contrary to what most underperformers claim, sales success is not situational. Its not about the market, the product, the company, or the competition. No, its all about the sellerthe individual." from the Foreword

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 hed never become the next Mick Jagger, Iannarino turned his focus to a question thats been debated for at least a century: Why are a small number of salespeople in any field hugely successful, while the rest are stuck with mediocre results at best? Since then, and for over twenty-five years, he has read hundreds of books, tested countless strategies, and interviewed dozens of the best salespeople to figure out what sets the extraordinary ones apart from the rest.

Now hes boiled down everything hes learned and tested into one convenient audiobook, packed with useful material for everyone from raw rookies to tested veterans. He focuses on the building blocks that all successful sellers, regardless of industry or organization, share: a mind-set of powerful beliefs and a skill-set of key actions.

He explores nineteen essential traits and skills that nearly all great salespeople have, 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 youre their guide.
Diagnosing: How to look below the surface to figure out someone elses real challenges and needs.

Once you learn Iannarinos 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 youll turn to again and again for proven wisdom, strategies, and tips that really work.

...

The Only Sales Guide You'll Ever Need

Comentarios