Accelerate Podcast with Andy Paul
May 25, 2016

On Accelerate! Now: Episode 163 with Tony Alessandra. Creating “A” Players From “B” Sales Reps

Tony Alessandra is the founder of Assessments 24×7, a world-renowned keynote speaker and the author of many books, including The Platinum Rule: Discover the Four Basic Business Personalities and How They Can Lead You to Success.

He teaches how create instant rapport with prospects; how to convert prospects and customers into business apostles who will “preach the gospel” about your company and products; and how to out-market, out-sell and out-service the competition. In this episode, Tony discusses the four basic buyer behavioral styles and how sales reps can use this knowledge to align their selling with the needs of their prospects. Among the topics we discuss are:

  • How sales reps can overcome the common mental roadblocks that are blocking their success.
  • The fundamentals of the DISC Relationship Formula.
  • What do really good sales people do differently that helps them succeed?
  • Steps you can take to transform B sales reps into A players.
  • How to use personality assessments to build a great sales team.

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More about Tony Alessandra

What's your most powerful sales asset?
My personality

Who's your business role model?
My first sales manager, Ricky

One book every sales person should read?
Psycho-Cybernetics by Maxwell Maltz.

What's on your playlist right now?
The Manhattans, Smokey Robinson, Luther Vandross.

Contact Tony Alessandra

Contact Tony:



Free Resources

Free chapter from Amp Up Your Sales: Powerful Strategies That Move Customers to Make Fast, Favorable Decisions. Ranked as one the Top 20 most-highly rated sales books of all time by Amazon.

Free chapters from Zero-Time Selling, 10 Essential Steps to Accelerate Every Company’s Sales. Awarded one of Top 3 Sales & Marketing books of 2011 by Top Sales World.

About Andy

Andy is the host of the top-rated 6-day per week podcast, Accelerate!, the go-to resource for the best sales advice online. He is the author of Amp Up Your Sales: Powerful Strategies That Move Customers To Make Fast, Favorable Decisions. Amp Up Your Sales is on HubSpot's list of the 20 Top Rated Sales Books of All Time. He is also the author of Zero-Time Selling: 10 Essential Steps to Accelerate Every Company’s Sales (which won Top Sales World's award as one of the Top 3 Sales & Marketing books of 2011.)

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