The Only Sales Guide You’ll Ever Need SALES TRAINING
initiative, and persistence – plus a few more character traits you need to develop to succeed in sales. The second half of the book is made up of the skills a salesperson needs to succeed in sales today. It starts with the fundamental stuff that never changes, like closing, pros- pecting, and storytelling (or present- ing). Then it moves to the higher- level skills that have been necessary for decades, like diagnosing and negotiating. This section ends with the three skills that differentiate the best salespeople from their peers: business acumen, change manage- ment, and leadership.
The two halves of the book make a complete recipe for improving all of these areas. It’s very prescriptive.
Q: How should sales managers and sales leaders use this book?
Q: Why did you write The Only Sales Guide You’ll Ever Need?
A: As someone who leads sales organizations and consults, coaches, and trains salespeople, you start to observe patterns. One of the patterns I discerned was that some salespeople struggle because they lack the right mindset – and others are challenged by lacking the right skill sets. What I noticed is that most of the training and development sales or- ganizations don’t get the job done at the individual level because they don’t work on the salesperson’s deficiencies. This book is a field guide for shoring up those deficiencies and developing salespeople worth buying from.
Q: What are these deficiencies?
A: Well, we don’t call them “deficien- cies” in the book. We call the mindset elements “attributes and behaviors.” That section is made up of things like self-discipline, optimism, caring, competitiveness, resourcefulness,
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A: I wrote this book for two groups of people: salespeople and their managers.
Salespeople don’t have the luxury of waiting around for someone to train and develop them. Now, more than ever, success is going to require that we invest in our own personal and professional devel- opment. But how do you do that? What do you work on first? How do you make those decisions? Sales managers are different. They have the toughest role in business. They want to coach and develop their people, but they aren’t pro- vided with much in the way of resources for doing so – especially when it comes to coaching. Sales managers should use the book to identify the areas where each individual is deficient and develop a plan to help them improve in those specific areas. The book provides a framework for observing and making decisions about why an individual is struggling, and it provides guidance for shoring up that area.
The Only Sales Guide You’ll Ever Need is a powerful framework and tool kit for sales managers and their teams. It provides individuals with a complete plan for improving their own performance. Most of us know where we need to improve, but, if you don’t, the book will help you figure it out pretty quick.
Anthony Iannarino is an international
speaker, author, and entrepreneur. What makes Anthony unique is that he still sells. He is not someone who only knows theory; he is also a practitioner. He is the managing director of B2B Sales Coach & Consultancy. He also owns part of his family’s staffing business – a company he has grown from 3M to 45M with a small sales force of six people. Anthony teaches professional sell- ing, persuasive marketing, and social media marketing at Capital University’s School of Management and Leadership. Anthony graduated from Capital Univer- sity with a summa cum laude dual major in Political Science and English Literature. He then attended Capital University Law School on the Dean’s Academic Scholar- ship. Without a break in between, he attended Harvard Business School, com- pleting their Owner President Manager executive education.
Anthony has worked for – and been a speaker at events for – global giants like Accenture, Abbott Laboratories, NetJets, Toro, and CH Robinson. He has been named one of the 50 most influential peo- ple in sales by Top Sales World. He was also named one of the 25 most influential people in sales by Open View Partners. Anthony is internationally recog- nized as a thought leader in sales, with his award-winning The Sales Blog, which launched in 2010, being read by 65,000 people each month. His Sunday newsletter reaches 80,000 people each week. He is also a contributing editor at SUCCESS Magazine and ThinkSales Magazine. He also writes an occasional column for Forbes. Anthony’s first book, The Only Sales Guide You’ll Ever Need, will be pub- lished by Portfolio Penguin Random in October 2016.
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