The Only Sales Guide You’ll Ever Need. With Anthony Iannarino. #276
I am very excited to welcome back to Accelerate! my good friend, Anthony Iannarino. Anthony is a speaker, blogger, extraordinary sales leader, and author of a new book, The Only Sales Guide You’ll Ever Need. Join us in this episode as Anthony and I discuss a range of topics from his new book including, why you as a salesperson are the primary value proposition, how psychology is more important than technology in sales, how a healthy sense of competitiveness is critical in sales, and how to ignite your competitive spirit.
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More about Anthony Iannarino
Is it easier to teach a technical non-salesperson how to sell or teach the salesperson how to sell the value of the product?
I think it’s easier to teach a salesperson to sell the value. I think it’s much more difficult for a technical person, mostly because they’re constrained by their technical knowledge.
If you could change one thing about your business self, what would it be?
I wish that I was more understanding sooner about how important it is to be directive with the people that work for me.
What’s one non-business book that every salesperson should read?
The Lucifer Principle by Howard Bloom
Are buying decisions based on logic or emotion?
Buying decisions are based on emotion and we rationalize to determine the logic after the fact.
How should that change how you sell?
You need to create a preference for you and for your solution, and you need to understand the driving human needs that are causing somebody to want what they want and why they want it.
Contact Anthony Iannarino
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.
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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.)