The Influential Communicator

[EP.22] How to Communicate like an Elite Salesperson & have a Consultative Sales Conversation with Anthony Iannarino

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How To Communicate Like An Elite Salesperson And Have A Consultative Sales Conversation;


If you can create greater value for an individual, they will prefer to buy from you. 


This is because you taught them more than anyone else about how to make their life better and make their million dollar problem disappear.


To really influence your prospects, you have to help them understand how their lives will improve if they ditch the status quo, create change and shift their habits for good. 


This is done by authentically building trust.


This is done by having a consultative conversation.


And this is achieved by becoming their trusted advisor.


This requires you to operate in a way that’s ethical, congruent with your values and focused on the best outcome for the person in-front of you. 


Nobody wants to smell your commission breath!


So, how do we communicate like a pro, have a consultative sales conversation and become a trusted advisor in the eyes of those we can truly serve? 


Anthony Iannarino joins us in today’s episode of The Influential Communicator to give you the insights you need on how to stand out, communicate like an elite salesperson and have a consultative conversation. 


Let’s go!


WHAT WE DISCUSS:


  • [0:26] - Who is Anthony Iannarino?
  • [3:02] - How Anthony stays consistent with writing
  • [4:36] - What Anthony does to recharge his batteries
  • [6:25] - What kind of books Anthony reads
  • [10:32] - Anthony’s definition of a consultative sales conversation
  • [17:14] - Extroverts vs introverts: Communication as a trusted adviser
  • [23:50] - Things that a brand new salesperson can do when communicating with seasoned sales professionals
  • [28:47] - Anthony’s advice for new salespeople on having a consultative sales conversation
  • [33:45] - Moments in Anthony’s career that triggered his fight-or-flight response
  • [41:33] - Signals that will tell you your prospect is insecure
  • [46:25] - An influential communicator Anthony looks up to today


    • VALUABLE INSIGHTS AND KEY TOPICS:


    • The difference between the sales performance of introverts and extroverts and how ambiverts perform best in a trusted adviser role.


    • How to gain the trust of your clients through the “1-up and 1-down” principle


    • How to come to terms with the fact that some people will not like you


    • How to prepare efficiently before a consultative sales conversation


    2 THINGS TO ASK YOURSELF WHEN PREPARING FOR YOUR NEXT SALES CALL:


    • What are my thought tracks?


    • Can I say it better and more effectively?


    NOTABLE QUOTES:


    • [28:03] - “Anybody who wants to teach others should start by learning themselves.” - Anthony Iannarino


    • [30:46] - “What you communicate and how you communicate are both important.” - Anthony Iannarino


    USEFUL RESOURCES:


    Connect with Anthony Iannarino:

    https://www.thesalesblog.com/

    https://www.linkedin.com/in/iannarino

    https://www.youtube.com/c/iannarino


    Ravi Rajani’s Podcast: https://www.theravirajani.com/podcast


    Ravi's Social Media:

    https://www.linkedin.com/in/ravirajani/

    https://www.tiktok.com/@theravirajani

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