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Accelerate! with Andy Paul

“Accelerate Your Sales Power.” Are you completely satisfied with your sales performance? Then Accelerate! your sales skills, leadership traits, and personal development, with sought-after speaker, best-selling author and sales sage, Andy Paul. Six times a week, Andy interviews the world’s foremost sales minds and extraordinarily interesting people like Jeffrey Gitomer, Robert Cialdini, Jill Konrath, Anthony Iannarino and Tim Sanders -- to uncover the strategies and insights you can use to generate massive value for your customers and epic wins for you. Get inspired with proven strategies to bust through limiting mindsets, amplify your value to buyers and outsell the competition. Whether you’re a sales leader, AE, AM, SDR, CEO, or entrepreneur, YOU want to generate better leads, close more sales and grow your accounts, and Accelerate! is the preeminent podcast for fast breakthroughs. Check out our growing catalog of 350+ hard-hitting episodes now.
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Now displaying: Page 1
Oct 11, 2016

I am very excited to welcome back to Accelerate! my good friend, Anthony Iannarino. Anthony is a speaker, blogger, extraordinary sales leader, and author of a new book, The Only Sales Guide You’ll Ever Need. Join us in this episode as Anthony and I discuss a range of topics from his new book including, why you as a salesperson are the primary value proposition, how psychology is more important than technology in sales, how a healthy sense of competitiveness is critical in sales, and how to ignite your competitive spirit.        

 

 

KEY TAKEAWAYS

[1:49] Make sure to check out episode 11, from way back at the beginning, to hear Anthony share his unique start in sales.

[2:27] What drove Anthony to write his book? He wrote it because he wants to serve salespeople.

[5:08] Why do a few highly successful sales reps consistently outperform their peers?

[7:21] You do understand that YOU are the primary value proposition! What does Anthony mean by this?

[9:43] Psychology is more important than technology in sales, and we’re trying to win hearts & minds—that’s a very different game that does not lend itself to automation.

[10:28] Anthony discusses the magic combination of mindset and skills.

[12:26] How competitiveness is an essential element of sales success—You have to have a burning desire to be the best in sales.

[16:42] Anthony’s thoughts on gamification as it relates to intrinsic vs. extrinsic motivation.  

[18:06] How competitiveness drives value creation in sales. And why competition and collaboration are so healthy for society.

[18:51] Anthony breaks down the 3 facets to competitiveness—Desire, Persistence (“heart”), and Action!

[20:51] The 3 ways to ignite your competitive spirit: 1. Play your game; 2. Study your wins & losses; 3. Leave no weapon unfired.   

[27:07] How a sales process can only take us so far because selling is a complex and dynamic, human interaction with unlimited variables.

MORE ABOUT ANTHONY IANNARINO

Is it easier to teach a technical non-salesperson how to sell or teach the salesperson how to sell the value of the product?
I think it’s easier to teach a salesperson to sell the value. I think it’s much more difficult for a technical person, mostly because they’re constrained by their technical knowledge.

If you could change one thing about your business self, what would it be?

I wish that I was more understanding sooner about how important it is to be directive with the people that work for me.

What’s one non-business book that every salesperson should read?
The Lucifer Principle by Howard Bloom

Are buying decisions based on logic or emotion?

Buying decisions are based on emotion and we rationalize to determine the logic after the fact.  

How should that change how you sell?

You need to create a preference for you and for your solution, and you need to understand the driving human needs that are causing somebody to want what they want and why they want it.

 

CONTACT ANTHONY IANNARINO

Websites:

TheOnlySalesGuide.com

Thesalesblog.com

Book: The Only Sales Guide You’ll Ever Need, by Anthony Iannarino on Amazon or Barnes & Noble  

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