blog how-to-create-the-certainty-that-wins-deals 
Iannarino
JULY 6, 2021
The end goal is a sense of certainty, something that requires a different set of conversations. In reality, it is the value you create and deliver during the sales conversation that causes the client to buy from you—or to choose your competitor. The Gist: A modern approach to sales calls for a new sales conversation.
Iannarino
JULY 20, 2021
The Gist: Your clients have expectations for how you use the time they give you. As a result, they refuse follow-up meetings, they rely more on their own research, and they end more deals with a “no decision.” How you sell—including what you believe your client needs from you—is a greater variable to your success than what you sell.
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Iannarino
JULY 4, 2021
Focusing on the conversations that your clients find most valuable for their goals is the key to creating a preference to buy from you. Focusing on the conversations that your clients find most valuable for their goals is the key to creating a preference to buy from you. But they’re not the only threat out there. Too Little Value.
Iannarino
AUGUST 5, 2021
The key to a good first impression is the ability to create value for your client. How you handle that first meeting portends which category you’ll find yourself in. The Gist: You never get a second chance to make a first impression. Outdated approaches to sales, especially during first meetings, all but ensure a bad first impression.
Iannarino
JUNE 24, 2021
The Gist: Advice to “do whatever it takes to win the deal” is presented without the necessary guardrails. In sales, you walk into your prospective client’s office alone, and you are personally responsible for winning their business. When what you’re doing isn’t working, you need to change your approach.
Iannarino
JUNE 15, 2021
Now, the value you create during your conversations with prospective clients is found in your insights, your advice, and your recommendations. Now, the value you create during your conversations with prospective clients is found in your insights, your advice, and your recommendations. Part 2 | The Starting Question.
Iannarino
JUNE 14, 2021
” No matter how large or venerable the company, this legacy approach prioritizes a conversation that creates no value for the client. The legacy laggard approach starts the conversation with “why us?” ” The legacy solution approach starts with “why us and our solutions?” Legacy Laggard: Why Us.
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