What Is Not a Buying Signal

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There is a lot of confusion about what is a buying signal and what isn’t. LinkedIn A prospective client accepting your LinkedIn connection request is not a buying signal. The barrier for most people when it comes to accepting connection requests on LinkedIn might be lower … [Read more...]

Always Be Comfortable

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I received a few emails about my Always Be Closing post from yesterday. Some people thought that this was old-school advice of the kind that is no longer useful in today's day and age. One email insisted that not only was closing no longer useful advice, but the better advice … [Read more...]

Always Be Closing

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I once wrote Always Be Advancing. I borrowed the term from Neil Rackham’s 1988 hit, SPIN Selling. The idea is exactly right the way Rackham laid it out in the book. Now I am afraid it is exactly wrong, but only because salespeople are softer than ever and more afraid of any … [Read more...]

Why You Aren’t Buried With Work

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There is a reason you aren’t buried with work that others are. The first rule to getting out of a hole is to stop digging. Some people I know have more work than they can handle. They really want to stop digging, but they can’t. They say “yes” to everything, and they are … [Read more...]

The Leadership Playbook: Too Direct or Too Empathetic

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Leaders need to make effective choices about their approach when they interact with the people they lead. The measure of a leader is taken by how well the leader can match the approach to the situation. Too Self-Directed Some leaders believe that they need to be very … [Read more...]

The Hustler’s Playbook: Luck Loves a Hustler

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The hustler never sits around waiting for their lucky break. The hustler goes out and engages with the world, and in doing so, creates new opportunities. To the non-hustler, it looks like the hustler got lucky. But the hustler knows that luck won’t sit on your couch and watch … [Read more...]

Sometimes You Have to Stand Alone

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There will be times that you have to stand up for what is right, and doing so means you will have to stand alone. Stand anyway. Sometimes standing up for yourself means that you will have to stand alone, too. No matter much how much it feels like you need someone to stand with … [Read more...]

Where Have All the Mimics Gone?

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Some of the best salespeople are mimics. They learn by observing calls of more experienced salespeople or their sales manager. They pay attention, and they make observations about what they are seeing and hearing. But they pay closest attention to what the more experienced … [Read more...]

I Assure You That Relationship Selling Is Alive and Well

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I know many of the voices you hear regularly tell you that relationship selling is dead. I know they mean well, but the choice of words is all wrong. What people really mean when they say relationship selling is dead is that is order-taking, non-value-creating sales behaviors are … [Read more...]

Are You Old School Enough

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Old School is getting to work early, setting yourself up for success, and hitting the ground running. Old School is treating people with courtesy and decency. Old School is being polite. It’s not interrupting someone when they are speaking. Old School is doing more than is … [Read more...]

Common Sales Objections: Interpreted and Translated.

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I speak client. Here is a translation to the objections you heard and what they really mean. “I already have a provider.” Translated: “Listen, I am really busy and you have done nothing to convince me that you are worth my time. Even though I am not in love with my current … [Read more...]

The Leadership Playbook: Execute Before Change

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New leaders often believe that they need to immediately make change. Some believe that the faster they change things the better their results. Other leaders believe the more they change things the better. Sometimes change is necessary, and sometimes fast change is what's needed. … [Read more...]

The Hustler’s Playbook: Hustlers Value Themselves

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There is a psychological phenomenon called impostor syndrome. When someone manifests impostor syndrome, they feel that aren’t worthy of the position in which they find themselves. They run from success because they fear being found out. What if they’re not really that good? What … [Read more...]

Not Worth the Paper On Which It Is Written

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I recently heard a story about a company that sues their clients when they attempt to terminate the relationship. It doesn’t matter if this company isn’t performing up to their client’s expectations or needs. This company doesn’t care that they’re not creating the value their … [Read more...]

Your Why Do List

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You are not a procrastinator because there is no such thing. You are a human being who happens to procrastinate. Procrastination isn’t a nationality, like Italian. You weren’t born a procrastinator. It isn’t your identity, even if you claim it as such as a way to absolve yourself … [Read more...]

Stop Waiting to Share Your Gift

Share your gift. pic.twitter.com/HKwoLddlQk — S. Anthony Iannarino (@iannarino) September 18, 2014 … [Read more...]

Violence and Force Are Weakness

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I got the belt a few times when I was kid. A couple of the very old nuns at Catholic school used the wooden paddle to punish me for leaving the school grounds to get lunch in eighth grade. I am certain I deserved more than I ever received when it comes to corporal punishment. I … [Read more...]

After Inbound

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After inbound produces the lead, then what? Let’s assume inbound drives enough leads to you that you should be able to generate the revenue, then what? Do you know how to qualify those leads, ensuring that you are spending your time with the prospects for whom you can … [Read more...]

Dear Client. You Are Wrong.

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The customer is not always right. You are not a customer service representative. You are a salesperson. And it is not the job of the salesperson to tell the customer that they are right or that they can have what they want (at least not the way they want it). When you call a … [Read more...]

The Leadership Playbook: Leaders Build Leaders

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It’s easy to see a leader’s legacy. That legacy is the leaders that she has built while she had the responsibility to lead. You can’t be a leader if no one is following you. But the measure of your success as a leader isn’t the raw number of people you lead. Success isn’t … [Read more...]