Oct 11, 2016
Sales, Relationships, Trust, Business,
I often define selling as simply
discovering what the OTHER person wants, needs, or desires, and
helping them to get it. While this is certainly true as far as
selling a product or service, it covers SO much more. We’ll take a
VERY special look at that in our first segment. And later, Anthony
Iannarino will move from Alice Cooper fan to sharing with us wisdom
from his fantastic new book titled, The Only Sales Guide You’ll Ever
Need. That and more on
Bob's Thought of the Day
very unique story of a personal experience Anthony had with rock
legend, Alice Cooper.
Alice sells the show but also provides the “customer experience” as
well as any sales professional.
- Alice’s example of leadership by personally
engaging with his fans.
Interview with Anthony Iannarino
the first step to sales success is believing in yourself and your
power to make a difference.
- Anthony’s reflections on a “dream client”--who
they are, how to spot one, and why you should invest your time
winning them over.
caring for others is a huge competitive advantage, and how it
results in trust.
helpful “equation” from sales authority Charlie Green that
illustrates the value of trust in the sales process.
the only thing you truly sell is outcomes, how to “own” your
outcomes, and how to leverage this outcomes-based sales approach
for your business.
to manage customers who ask for a discount or a
Click to Tweet
isn’t situational, it’s individual. @iannarino
= [Credibility x Reliability x Intimacy] / Self-Orientation via
not only SELL the outcomes … you OWN the outcomes.
Only Sales Guide You’ll Ever Need by Anthony Iannarino
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