To Anthony Iannarino the secrets to becoming a top sales professional are not complicated. They’re not new, they’re not trendy, and they’re not easy. “Remaking yourself doesn’t happen overnight,” writes Iannarino. “It takes time and effort.”
Divided into two sections, the book devotes one chapter each to principles for an effective mindset (in addition to self-discipline, these are optimism, caring, competitiveness, resourcefulness, initiative, persistence, communication, accountability and influence). Part two covers skill-set principles (closing, prospecting, storytelling, diagnosing, negotiating, business acumen, change and leadership). “You’ll see some improvements in your sales results immediately,” Iannarino writes, but mastering the program is “a career’s worth of work.”
The Only Sales Guide You’ll Ever Need
By Anthony Iannarino
October; Portfolio; $27
This article originally appeared in the October 2016 issue of SUCCESS magazine.
Chauncey Mabe is a freelance writer, book critic, and blogger in Miami, Fla. For 23 years he served as Book Editor and Senior Entertainment Writer at the Sun-Sentinel in Fort Lauderdale. He was Book Blogger for the Florida Center for the Literary Arts, the parent organization of Miami Book Fair International, from 2009 to 2012. He also blogs for the Betsy Hotel South Beach hotel, which sponsors literary events year round. His reviews and feature stories have appeared in publications such as the Toronto Globe & Mail, the Serving House Journal, Inspicio, the Palm Beach Arts Paper, the Baltimore Sun, the Juneau Empire, and the Chicago Tribune.