There are some salespeople—and sales organizations—that are willing to tell prospective clients whatever they want to hear in order to win the deal.
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These stories submitted by Iannarino became hot on BizSugar
Competing Against Fairy Tales
Posted by
iannarino under Sales
From http://thesalesblog.com 4871 days ago
Made Hot by: starresults on January 3, 2011 1:47 am
There Is Nothing Sexy About Being Dispassionate
Posted by
iannarino under Sales
From http://thesalesblog.com 4886 days ago
Made Hot by: shepherd on December 12, 2010 12:36 pm
Your dream client isn’t looking for a clinical treatment. They need a fire-breathing, passionate, true believer who will do all that is necessary.
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Forestalling Objections
Posted by
iannarino under Sales
From http://thesalesblog.com 4893 days ago
Made Hot by: BusinessGuru on December 6, 2010 8:26 am
They have finely tuned and battle-tested objections proven to shut down salespeople and clear their phone lines. Call you must, and you must get through.
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The Sales Blog Interview: Jill Konrath and SNAP Selling (Part Two)
Posted by
iannarino under Sales
From http://thesalesblog.com 4895 days ago
Made Hot by: keenan on December 3, 2010 6:30 am
I had the great pleasure of interviewing Jill Konrath of Selling to Big Companies about her excellent new book SNAP Selling.
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How To Use Your Calendar
Posted by
iannarino under Sales
From http://thesalesblog.com 4894 days ago
Made Hot by: jkennedy on December 2, 2010 12:50 am
You may believe that your calendar is for keeping track of the appointments that you have with other people, with your clients and your dream clients.
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When to Be Creative in Sales and When Not to Be
Posted by
iannarino under Sales
From http://thesalesblog.com 4902 days ago
Made Hot by: profit613 on December 2, 2010 12:36 am
Sometimes you want to be creative in sales, and you are right to be. But other times, you are using it as an excuse to avoid what is difficult.
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How to Stop Beating Yourself on Sales Opportunities
Posted by
iannarino under Sales
From http://thesalesblog.com 4897 days ago
Made Hot by: lovedthisarticle! on December 1, 2010 11:21 am
More often than not, what allowed another salesperson to win the opportunity was something that you did—or didn’t do—that caused you to beat yourself.
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The Sales Blog Interview: Jill Konrath and SNAP Selling (Part One)
Posted by
iannarino under Sales
From http://thesalesblog.com 4896 days ago
Made Hot by: ruth on November 29, 2010 11:00 pm
I had the great pleasure of interviewing Jill Konrath of Selling to Big Companies about her excellent new book SNAP Selling.
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An Autopsy Has Never Brought the Body Back to Life (A Note to the Sales Manager)
Posted by
iannarino under Sales
From http://thesalesblog.com 4906 days ago
Made Hot by: profit613 on November 23, 2010 4:20 pm
The trouble with sales reports is that they are autopsies. And an autopsy has never been known to bring the body back to life.
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Why You Have to Love a Good Fight
Posted by
iannarino under Sales
From http://thesalesblog.com 4911 days ago
Made Hot by: yoni67 on November 17, 2010 8:37 am
Sales is competition. Someone wins the business and everybody else loses. It’s a rough and tumble game. To win, you have to love a good fight.
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