Why is it that a small number of salespeople are hugely successful, while the rest struggle to win deals? It's not because they sell more popular products or have less demanding clients. It's because these top producers have the right mindset and skills to continuously deliver for their companies and their clients. Anthony Iannarino built a formidable career in sales from the ground up, then began blogging, consulting, and lecturing to help others understand how to be successful in sales. He gathered everything he's learned about the discipline of sales--from the impact of social selling to how to fill your sales pipeline--and distilled it into an accessible and clear handbook for salespeople. Sales performance, in Iannarino's experience, can be broken down into 19 distinct strategies, including- Self-discipline- the most crucial element of sales success, and the most difficult. Create a discipline list of good daily practices that break down your ultimate goals into actionable steps, such as calling three prospective clients a day. Make your commitments public to hold yourself accountable. Business acumen- It's no longer enough to know your product well; salespeople need to understand the general business landscape and common business terminology. Most importantly, your clients are businesspeople. Sell to them by proving that you can think like a businessperson as well. Closing- closing a sale isn't just about the final commitment to buy. There are a series of smaller commitments required along the way. Make your prospective client commit to you by adding value through a deep understanding of their needs and a clear vision of their future. Iannarino's book is as useful for sales rookies who want to get their dream clients as it is for veterans who want to return to the basics to reach new heights. This is the definitive book on sales in the modern era. The USA Today bestseller by the star sales speaker and author of The Sales Blog that reveals how all salespeople can attain huge sales success through strategies backed by extensive research and experience. Anthony Iannarino never set out to become a salesman, let alone a sales manager, speaker, coach, or writer of the most prominent blog about the art and science of great selling. He fell into his profession by accident, as a day job while pursuing rock-and-roll stardom. Once he realized he'd never become the next Mick Jagger, Iannarino turned his focus to a question that's been debated for at least a century-Why are a small number of salespeople in any field hugely successful, while the rest get mediocre results at best? The answer is simple- it's not about the market, the product, or the competition-it's all about the seller. And consequently, any salesperson can sell more and better, all the time. Over twenty-five years, Iannarino has boiled down everything he's learned and tested into one convenient book that explains what all successful sellers, regardless of industry or organization, share- a mind-set of powerful beliefs and a skill-set of key actions, including... Self-discipline- How to keep your commitments to yourself and others. Accountability- How to own the outcomes you sell. Competitiveness- How to embrace competition rather than let it intimidate you. Resourcefulness- How to blend your imagination, experience, and knowledge into unique solutions. Storytelling- How to create deeper relationships by presenting a story in which the client is the hero and you're their guide. Diagnosing- How to look below the surface to figure out someone else's real challenges and needs. Once you learn Iannarino's core strategies, picking up the specific tactics for your product and customers will be that much easier.Whether you sell to big companies, small companies, or individual consumers, this is the book you'll turn to again and again for proven wisdom, strategies, and tips that really work.