Hey Salespeople Wisdom from Anthony Iannarino

Key takeaways from my podcast with Anthony Iannarino

• Favorite sales book: Major Account Sales Strategy. Other book mentioned: Spin Selling.
• The 4 levels of additive sales differentiation, in increasing order: product; service; tactical outcomes, trusted advisor who guides prospects to strategic outcomes.
• To become a trusted advisor, you must accept that your strategic guidance - not your company or your product - is the value proposition.
• Consultative selling does not mean being aggressive; it means having the confidence to tell prospects what they need to do to get a better result.
• To be a trusted advisor, start by looking at 5-6 TRENDS. Connect those trends to IMPLICATIONS for the prospect. Finally, guide your prospect to take ACTION before something bad happens.
• Have your prospect teach you how to think about their business by asking, "What do I need to do that you would find the most helpful and valuable?"
• To become a trusted advisor, find the smartest clients in your business and listen to how they talk about their business.
• The best salespeople I know are mimics. They mimic their smartest clients and they mimic their best sales peers.
• Resources: thesalesblog.com; youtube.com/iannarino; Anthony's books