The Only Sales Guide You’ll Ever Need

book: The Only Sales Guide You’ll Ever Need
author: Anthony Iannarino

part one of the book speaks heavily on mindset. while part two speaks more on skillset. my biggest takeaway is all of Anthony’s talk on “self-discipline”.

big importance of self-discipline. understand and learn self-discipline and reap the benefits (which are multiplied if self-disciplined) of skills throughout the rest of the book.

to overcome self-discipline one must be focused, eliminate distractions or noise.

don’t fall into the trap of waiting for the next incoming thing, rather you should focus on being proactive.

there’s a difference between disciplines and goals. you may have a goal to run a marathon. at the end of the marathon you’re done and that’s it. you’ve accomplished the goal. very different than discipline, where you may have set “goals” that you do everyday (i.e. relaying account performance information to account manager/client for 1 hour every morning). this is an example of a discipline as it’s done each every day. it’s not a goal that ends after it’s been done.

anything that’s important, just do it and it gets done. put it on your calendar/block off time for it and do it.

common problem in sales: cannot negotiate until you have gained a commitment. get commitment to you/product/service, then you can begin negotiating.

i often find that many sales rules/lessons/problems apply to any relationship, whether it be with a client or with someone internally in our org.