Selling as about helping other people get a result that they can’t get without you. Such an important lesson can only be learned through some extensive experience, and Logan’s guest today has plenty of that. Anthony Iannarino is a best-selling author who helps the B2B world with sales, starting his sales career in his family’s staffing business. He learned that you get far better results when you focus on your customers rather than focusing on yourself. Learn how to sell the right way and for the right reasons!

 

In this episode, we talk about…

• Anthony’s profession and his journey to get there
• Who you are focused on in the sale itself will determine your success
• Do blogs and other content help people in B2B?
• The similarities and differences between selling B2B vs. B2C
• A domination strategy to ensure you put yourself in the best position to succeed
• Sell the meeting, then the process, then the solution or the project
• There are different levels of questions that you can ask
• Some common sales mistakes that ruin the sale
• Vanguarding conversations by bringing up concerns upfront
• What it means to be consultative for a client

 

Links to resources:

Spin Selling

The Lost Art of Closing

Check out Anthony’s free content on The Sales Blog and YouTube

Full Sail Marketing Giveaway

Full Sail Marketing Facebook

Check out our new Facebook group for the podcast where you can interact with other subs and leave reviews: https://business.facebook.com/groups/3353051814723273/?ref=pages_profile_groups_tab&source_id=111717746945247

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