Iannarino
FEBRUARY 2, 2024
What if you could walk into every sales meeting armed with a mental database of insights into why clients succeed, why they fail, and how you've helped other similar clients achieve success? Building and organizing such a library gives you a major competitive advantage.
Iannarino
OCTOBER 22, 2024
Too many sales reps are dull in their sales conversation. You can blame this on onboarding processes that gaslight reps into believing that their company and solution are the most important things. This establishes parity with competitors, meaning one salesperson is no better than another.
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Sales Pop!
OCTOBER 25, 2024
Long ago, while in the corporate sales arena for eleven years, my ‘competitive teammates’ were shocked by the sales I brought in at year-end as they sarcastically laughed at my conversations with prospective clients while I was on the phone, believing it was nonsense. Remember to put your clients’ interests first.
Iannarino
OCTOBER 4, 2023
You need a client-centric sales approach, one with effective strategies and a value-driven sales methodology. Bad questions are bad selling.
Iannarino
SEPTEMBER 20, 2023
In a sales conversation, much of your contact’s communication means more than the words indicate. To fully understand your contact, you need to speak fluent client. Most salespeople agree that they need to speak well, but they don’t believe that listening is an even more important skill.
Iannarino
DECEMBER 5, 2024
The concept of being One-Up in sales isn't just about knowing more than your client; it's about knowing the right things to guide the client through their decision-making process. To do this, you must create value for your client and position yourself as a trusted expert.
Iannarino
NOVEMBER 20, 2023
Occasionally, you acquire a new client who turns out to be one you cannot continue working with. Your sales conversation was fine, and there were no signs you would not be compatible, as the contacts were all polite and professional. But now, you must fire your client.
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