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It’s Not Your Closing or Negotiating Skills

It’s Not Your Closing or Negotiating Skills

Posted by Anthony Iannarino, Sep 19, 2013
Inevitably, when I hear that a salesperson has trouble negotiating or closing there are two main causes, neither of which is negotiating or closing (these problems are relatively easy to solve compared to their root causes).
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Why Can’t I See You?

Posted by Anthony Iannarino, Sep 18, 2013
My client said, “Why can’t I see you.” The reason he couldn’t see me is rather simple. I called him from my cellular phone, ...

Don’t Bother Your Prospect

Posted by Anthony Iannarino, Sep 17, 2013
If you don’t want to bother your prospect client then don’t bother them.

More Alike Than Different

Posted by Anthony Iannarino, Sep 16, 2013
“I want to make sure you understand how our country is different.”

Just Stop It

Posted by Anthony Iannarino, Sep 15, 2013
Just stop it.
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Go Ahead, Convince Me You’re Better

Posted by Anthony Iannarino, Sep 14, 2013
The prospective client said that the salesperson was going to have thirty minutes to convince him that she was better than ...

Virtuous and Vicious Cycles

Posted by Anthony Iannarino, Sep 13, 2013
Sometimes you end up in a loop. That loop can lead upward, producing better and better results. That loop can also descend ...

How to Believe In Your Company When You Don’t Believe

Posted by Anthony Iannarino, Sep 12, 2013
One thing about sales people is almost universally true: They won’t sell something they don’t believe in.

Three Must Have Reports from Your Sales Force Automation

Posted by Anthony Iannarino, Sep 11, 2013
This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, ...
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The Critical Nature of the Salesperson’s Mindset

Posted by Anthony Iannarino, Sep 10, 2013
There is no factor more important than the individual salesperson’s mindset when it comes to winning new business. What you ...

A Bad First Date

Posted by Anthony Iannarino, Sep 09, 2013
Imagine you are on a first date. Your suitor has been badgering you for this date for a long time, and you’ve finally ...

How to Stop Awfulizing

Posted by Anthony Iannarino, Sep 08, 2013
Your dream client hasn’t called you back. Up until now, the whole process has been smooth sailing. Now, nothing but ...

In the Right Dosage

Posted by Anthony Iannarino, Sep 07, 2013
When you are sick, medicine can help. But first it has to be the right medicine. And second, you have to take the medicine ...
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The Power In Knowing How To

Posted by Anthony Iannarino, Sep 06, 2013
Strategy is important. So is vision. You know where you want to take your team. You know what results you need to achieve. ...

The Only Seven Responses to Any Question

Posted by Anthony Iannarino, Sep 05, 2013
Robin Starr gave a speech at Toastmasters. She said that there are only seven responses to any question. Let’s look at them ...

The One Right Answer

Posted by Anthony Iannarino, Sep 04, 2013
There isn’t one right answer. There are many paths that lead from target to close (or any other outcome you are seeking).

What I Refuse to Believe

Posted by Anthony Iannarino, Sep 03, 2013
I refuse to believe that some people are incapable of creating value or capturing some of that value. It doesn’t matter ...
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A Diseased Mindset

Posted by Anthony Iannarino, Sep 02, 2013
Value Creators have a code. They have a certain mindset. It looks different to people who haven’t yet come to understand ...

Some Thoughts on Pricing Power

Posted by Anthony Iannarino, Sep 01, 2013
There are gaps worth noticing when it comes to pricing power.

Dispelling Four Delusions (A Note to the Sales Leader)

Posted by Anthony Iannarino, Aug 31, 2013
The allure of the magic bullet is a strong force. At times, it’s overwhelming, irresistible. The idea that there is an easy ...

Relationships and Competitive Threats

Posted by Anthony Iannarino, Aug 30, 2013
I just received a note from a client with whom I have a great relationship. It reminded me of these stories, all true.
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