Being a person of influence requires that you are first credible. Your credibility depends on your ability to prove you have the experience and business acumen to make a difference, to tell the truth when it is uncomfortable to do so, to say that you don’t know the answer to questions but will find out, and to not paint an incredible picture
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These stories submitted by Iannarino became hot on BizSugar
Influence Equals Credibility
Posted by iannarino under SalesFrom http://thesalesblog.com 5067 days ago
Made Hot by: wendyweiss on July 3, 2010 9:12 pm
The Truth at Any Price, Even the Price of Your Deal
Posted by iannarino under SalesFrom http://thesalesblog.com 5066 days ago
Made Hot by: HeatherStone on July 2, 2010 3:01 pm
Being honest with your dream client is not always without a price. Sometimes it can cost you your deal, and sometimes when you need it most. If you would be great, then you must be honest at any price, even the price of your deal
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How To Ensure You Create Value On a Sales Call
Posted by iannarino under SalesFrom http://thesalesblog.com 5066 days ago
Made Hot by: starresults on July 2, 2010 2:58 pm
To advance from commitment to commitment in moving your deal forward, you have to create the value on every sales call that will earn you the right to your next sales call
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Selling Price: How Not To (Part Three)
Posted by iannarino under SalesFrom http://thesalesblog.com 5069 days ago
Made Hot by: starresults on June 30, 2010 3:20 am
Selling isn’t easy. Selling the value you create is difficult because selling is difficult. Ultimately, whether or not you sell price is greatly impacted by what you as a salesperson do to create value for your dream clients
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Respect Your Competition
Posted by iannarino under SalesFrom http://thesalesblog.com 5071 days ago
Made Hot by: keenan on June 29, 2010 4:14 pm
Selling successfully requires the confidence of believing in your ability to create value for your dream clients. But it doesn’t mean you should disrespect your competition by underestimating them. If you would beat them, show them the respect that they deserve
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All Your Best Dream Clients Are Taken
Posted by iannarino under SalesFrom http://thesalesblog.com 5070 days ago
Made Hot by: SalesBlogcast on June 28, 2010 10:44 pm
Your best, most interesting, and most profitable dream clients are already taken. Work on these dream clients anyway, and avoid prospects that easier to penetrate but where no value can be created and none captured
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While You Were Sleeping: Thoughts on Competition and Complacency
Posted by iannarino under SalesFrom http://thesalesblog.com 5071 days ago
Made Hot by: starresults on June 28, 2010 5:26 pm
While you are sleeping, there are changes occurring that will impact your future and your success as a salesperson. Can you afford to sleep
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And So, The Kitchen Sink
Posted by iannarino under SalesFrom http://thesalesblog.com 5074 days ago
Made Hot by: billrice on June 28, 2010 4:21 pm
Presenting well, telling your story of your future together with your dream client means a focused presentation and that means a focused needs-analysis. Throwing the kitchen sink at them isn’t a viable strategy, and you shouldn’t expect it to win
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Where Sales Reps Really Go Wrong
Posted by iannarino under SalesFrom http://thesalesblog.com 5075 days ago
Made Hot by: CindyKing on June 28, 2010 8:13 am
Most salespeople, if they are guilt of anything with the dream clients, it is under-communicating, not over-communicating. Clients want to spend time with you, but you have to make it meaningful. Here’s how
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Your Are Not Treating the Presenting Problem
Posted by iannarino under SalesFrom http://thesalesblog.com 5073 days ago
Made Hot by: CindyKing on June 28, 2010 8:13 am
Doing a great diagnosis at the beginning of the sales process enables a better solution and a more focused presentation. But to make sure both meet your dream client’s needs, you need to discover the cause of their dissatisfaction and not simply the presenting problem
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