article thumbnail

Fearing Your Client: The Importance of Candor and Courage in Sales

Iannarino

One of the most important things about the One-Up approach you find in Elite Sales Strategies: A Guide to Being One-Up, Creating Value, and Becoming Truly Consultative , is that it positions you as an expert and authority on the results you help your clients improve.

Clients 259
article thumbnail

The Mistake of Pursuing Easy-to-Win but Undesirable Clients in Sales

Iannarino

One mistake weak salespeople make is pursuing clients that are easy to win but difficult to service after the deal is closed. These easy-to-win clients desperately need a salesperson to agree to take their business because better salespeople refuse it.

Clients 208
Insiders

Sign Up for our Newsletter

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

Trending Sources

article thumbnail

You Already Know Your Client's Problems

Iannarino

Some salespeople argue that there is no way to know what problems, challenges, or obstacles a client might have before speaking to them. While some find it difficult to accept, the truth is that you should know where your client has problems and needs better results—without even asking.

Clients 282
article thumbnail

On Persuasion and Convincing Clients

Iannarino

There must be something in the water that is causing salespeople to suggest in writing their new desire to avoid persuading or convincing their clients to do something. What is worse is that it is impossible to avoid persuading or convincing clients when they contacted a salesperson because they want help to improve their results.

Clients 233
article thumbnail

Four Reasons Clients Refuse to Change

Iannarino

When it comes to change, some clients are more difficult to help than others. This post is not about clients that are difficult to help. This post is about the reasons that prevent a client from changing, even when doing so is necessary and would improve their results.

Clients 237
article thumbnail

Maximize Your New Client Welcome Email with These 7 Elements

Iannarino

You won your big deal dream client after pursuing them for two years. Congratulations! You have a signed contract, and their paperwork is complete.

Clients 202
article thumbnail

What Your Client Should Expect from You

Iannarino

The Gist: Your clients have expectations for how you use the time they give you. Low win rates, missed goals, and a host of other trends likewise suggest that salespeople are not serving their clients well enough. With that in mind, here are a few things your clients should expect from a B2B salesperson.

Clients 313