The Only Sales Guide You'll Ever Need

Why is it that a small number of salespeople are hugely successful while the rest struggle to win deals? It's not because they sell more popular products or have less demanding clients. It's because these top producers have the right mind-set and skills to continuously deliver for their companies and their clients. Anthony Iannarino built a formidable career in sales from the ground up then began blogging consulting and lecturing to help others understand how to be successful in sales. He gathered everything he's learned about the discipline of sales--from the impact of social selling to how to fill your sales pipeline--and distilled it into an accessible and clear handbook for salespeople. Sales performance in Iannarino's experience can be broken down into 19 distinct strategies including:-Self-discipline: The most crucial element of sales success and the most difficult. Create a discipline list of good daily practices that break down your ultimate goals into actionable steps such as calling three prospective clients a day. Make your commitments public to hold yourself accountable.-Business acumen: It's no longer enough to know your product well; salespeople need to understand the general business landscape and common business terminology. Most importantly your clients are businesspeople. Sell to them by proving that you can think like a businessperson as well.-Closing: closing a sale isn't just about the final commitment to buy. There are a series of smaller commitments required along the way. Make your prospective client commit to you by adding value through a deep understanding of their needs and a clear vision of their future. Iannarino's book is as useful for sales rookies who want to get their dream clients as it is for veterans who want to return to the basics to reach new heights. This is the definitive book on sales in the modern era.