It’s easy to write about how salespeople get things wrong. We all start this game knowing nothing and we have to learn everything we need to know, even if we don’t have to learn everything from scratch. We all make mistakes as we go along.

And, we mostly all get better over time. So instead of writing about what we get wrong, this post is for the most of us who are getting a lot of things right.

For Those About to Rock

You showed up early, you turned off your email, and you made your prospecting calls.

Even though you know people think there is an easier way, you made cold calls to companies that had never heard of you with just enough research to make the call meaningful.

You found a way to connect with your dream client through what seemed like a trivial nurturing effort, and you hit them at just the right time.

You planned your sales call, you showed up prepared, and you asked killer questions that allowed you the deepest of understanding as tohow you can create value for your dream client.

You needed to build consensus vertically up and down your prospective client’s org chart, and you obtained the commitment for a meeting with the people who will ultimately use your solution.

You have been working on building a better relationship with your internal team, and today you gave them the ultimate handoff of a new client. You armed them with everything that they need to succeed in keeping your promises.

You presented in the boardroom having already built enough of a consensus to walk into the room with the deck—and the buying committee—stacked heavily in your favor.

Your dream client asked you for a price concession, and you stood like granite and explained to them how the higher price would result in a lower cost. You ensured them and showed them how you will get them the results that they need.

You spent the day preparing yourself and your team for the multi-million dollar dream client presentation next week.

You disqualified a prospective client for whom you were never going to be able to do good work.

You unlearned something that has been preventing you from succeeding.

We salute you.


What are you getting right?

What are you getting mostly right?

What do you do better than almost anyone else?

What do your clients believe you do better than anyone else?

What are you know for?

Sales 2011
Post by Anthony Iannarino on September 14, 2011
Anthony Iannarino
Anthony Iannarino is a writer, an author of four books on the modern sales approach, an international speaker, and an entrepreneur. Anthony posts here daily.
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