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Preview: S. Anthony Iannarino

May 2010 – The Sales Blog



Anthony Iannarino



Last Build Date: Fri, 20 Apr 2018 03:29:02 +0000

Copyright: 2015 Anthony Iannarino
 



Resolving Concerns Is More Than Overcoming Objections

Mon, 31 May 2010 20:58:22 +0000

The language “overcoming objections” doesn’t work for me. First, the idea of an objection is often too strong to describe what it is we encounter in sales. Second, the idea of “overcoming” brings with it the idea that by doing so you win and the person “objecting” loses (not the healthiest of beginnings for an […]

The post Resolving Concerns Is More Than Overcoming Objections appeared first on The Sales Blog.




The Other Side of Diagnosis: Four Problems That Destroy Your Needs Analysis

Sun, 30 May 2010 21:55:25 +0000

The ability to diagnose your dream client’s needs is a critical skill that is required to succeed in sales. But four common problems destroy the ability to conduct a good needs-analysis and prevent you from making a great diagnosis. Here are the four common problems and some ways that you can avoid them. Interpreting Their […]

The post The Other Side of Diagnosis: Four Problems That Destroy Your Needs Analysis appeared first on The Sales Blog.




Five Questions To Ask As Part of Your Sales Call Planning

Sat, 29 May 2010 22:20:14 +0000

Is This The Right Call To Make? Now that you have scheduled your sales call, it seems as if it might be too late to ask this question. It’s not. It is still a necessary question to ask, and it often prevents wasting your time and your dream client’s time. It can also keep you […]

The post Five Questions To Ask As Part of Your Sales Call Planning appeared first on The Sales Blog.




Don’t Mistake Selling for the Hard Sell

Fri, 28 May 2010 19:44:04 +0000

I know the hard sell. I have done the hard sell myself. I have seen it done by others. I have had it done to me. I have had it attempted on me. And I have studied it. The pendulum has swung too far from hard selling, in part because we are really confused about […]

The post Don’t Mistake Selling for the Hard Sell appeared first on The Sales Blog.




Arriving Late For Your Sales Call: What It Says About You and Your Company

Thu, 27 May 2010 11:18:34 +0000

Inevitably, you will be late to a meeting at some point; an important sales call will run over the time you allotted, there will be an unexpected traffic problem, the school will call you about your sick child at the most inopportune time. These things happen. But some salespeople are routinely and habitually late for […]

The post Arriving Late For Your Sales Call: What It Says About You and Your Company appeared first on The Sales Blog.




Seemingly Little Mistakes That Cost You Big Opportunities

Wed, 26 May 2010 11:21:20 +0000

Most of the mistakes we make on sales calls seem to be small mistakes at the time we make them. They are rarely glaringly big, disastrous mistakes, and most of the time salespeople and sales organizations don’t spend enough time analyzing what went wrong and where; they usually blame the loss on another factor that […]

The post Seemingly Little Mistakes That Cost You Big Opportunities appeared first on The Sales Blog.




Written Sales Material and the Sex Life of Bolivian Bullfrogs

Tue, 25 May 2010 11:33:40 +0000

In my senior year of high school, I was required to take a class called Principles of Democracy. The class was an American History class, and it included material on the formation of the United States, as well as the principles and formation of our government. I was seventeen years old and my love for […]

The post Written Sales Material and the Sex Life of Bolivian Bullfrogs appeared first on The Sales Blog.




Discovering the Ground Truth

Mon, 24 May 2010 11:07:43 +0000

The ground truth is information that is gathered on location, rather than from up above. The military uses this idea to describe the tactical realities on the ground in contrast to what their reports or briefings may have provided. It stands for the idea that there is an objective reality independent of some evidential claims […]

The post Discovering the Ground Truth appeared first on The Sales Blog.




Write Your Own Success (and Failure) Case Studies

Sun, 23 May 2010 21:00:48 +0000

To provide proof that we can achieve the outcomes that we sell and that we promise, we often use case studies. Case studies also tell the story of how we found our dream client, the dissatisfaction that were struggling with, and how we have worked together to overcome their challenges. But the exercise of writing […]

The post Write Your Own Success (and Failure) Case Studies appeared first on The Sales Blog.




Two Sales 2.0 Offerings That Enable Sales 1.0

Sat, 22 May 2010 13:39:31 +0000

Long time readers here know that as much as I love technology, I don’t believe that it is a substitute for the right sales attributes and behaviors. A couple of my friends from across the web, however, are getting things right by better enabling the fundamentals with some slick tools. David Tyner at Kineticast David […]

The post Two Sales 2.0 Offerings That Enable Sales 1.0 appeared first on The Sales Blog.