About this item
A comprehensive guide to transforming your mindset and improving your skill sets to achieve sales success, from the rising star sales blogger, lecturer, and consultant. How 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 mindset and skills to continuously deliver for their companies and their clients. Anthony Iannarino built a formidable career in sales himself from the ground up, then began blogging, consulting and lecturing to help others. His overall theme is that almost any salesperson can be successful by mastering the right mindset and skillsets. He breaks down the essentials of sales performance into 19 strategies, including: ·Self-discipline: the most crucial element of sales success, and the most difficult. Train your discipline by creating 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--the only sales guide you'll ever need.
Number of Pages: 224
Genre: Business + Money Management
Publisher: Penguin Group USA
Author: Anthony Iannarino
Street Date: October 11, 2016
Item Number (DPCI): 248-31-2475