The Only Sales Guide You'll Ever Need

by Anthony Iannarino

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 Why are a small number of salespeople in any field hugely successful, while the rest get mediocre results at best? The answer is 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, a mind-set of powerful beliefs and a skill-set of key actions, including... · How to keep your commitments to yourself and others.· How to own the outcomes you sell.· How to embrace competition rather than let it intimidate you.· How to blend your imagination, experience, and knowledge into unique solutions.· How to create deeper relationships by presenting a story in which the client is the hero and you're their guide.· 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.

Genres: Business, Nonfiction, Audiobook, Buisness, Education

Unknown Binding

Reviews

[Fabian · Rating 2 out of 5]

Might be great for some but I for one am so fed up with the typical personal development (1st half of this book) that start tearing books apart for that reason ... the second part is for sales beginners. Not my cup of tea but at least the author seem honest which is very rare in this genre.

This truly will be the last book on this topic I buy ... the diminishing returns after a few key business books compared to the next 100 mediocre ones is insane.

[K Saju · Rating 5 out of 5]

I received an advance copy provided by Anthony Iannarino for my reading pleasure and was not surprised by the quality content delivered by him. I have been a regular follower of his blog posts and via his book he has packed quality advice and a useful guide for the salesperson, their sales manager and the management team.The book is a step by step building block where first he focuses on ensuring that we get into the correct mindset and then categorizes and lays down the principles of the essential sales skill to close a deal. At the end of the each chapter he has succinctly put down the immediate steps and the recommended reading. My personal favourite was the chapter ( 16 - Business Acumen) where he urges the salesperson to understand their clients business and not just rely solely on their products charm. I felt this advice is very pertinent in today's environment where every client has the power of internet to check out the product offerings and reviews and having the salesperson talk in the clients language gives them the slight edge over their competitors.
The framework laid down in this book is the path to sales success and I concur with the book title which is not a misnomer

[Safa · Rating 3 out of 5]

This has been a decent sales book reviewing most of the sales techniques that I am some what familiar with as a seasoned saleswoman with international exposure. Nonetheless it was a good read and would recommend it to junior sales executives.

[Keith · Rating 5 out of 5]

The book I wish I wrote

Anthony Iannarino wrote the book I wish I wrote. It provides all of the fundamental rules that I’ve built my sales career on and coach my teams on. In clear, concise language, Anthony details the core knowledge needed to succeed in sales. This is not a new “sales framework” that can quickly become a passing fad. If you don’t do the things outlined in this book first, any other sales book will be wasted on you. I plan on buying a bulk order and using it with my consulting clients.

[Matt Leiv · Rating 5 out of 5]

Only sales guide you'll ever need? No. But, it's a great start! This book covers every aspect of sales in a broad sense, while going into detail in many sections. Any never salesperson would be smart to give this a read, and more experienced salespeople should do the same as it's an excellent refresher with good learning points. One of my favorite aspects of this book is that after every chapter, several other books are referenced to learn more on the chapters topic. This is why this book is such a great sales start, after reading it you'll have 20-30 new books to add to your reading list to really round out your skill set.

[Marilyn · Rating 5 out of 5]

helpful.

[Jesse Langel · Rating 5 out of 5]

This is a great tune-up on business fundamentals. You cannot disagree with what he has laid out. For example, you cannot disagree that showing prospects or clients that you care is most important. You cannot disagree that your business acumen has to be strong and be evolving to deliver creative solutions. You cannot disagree with the notion that listening is more important than talking. Seem like common sense? Well sometimes common sense ain't so common. In this hyper-accelerated tech world we now find ourselves in, it's even more important to call your clients to check in, or to send a handwritten note once in a while. A little effort will go a long way. Anthony hammers down the fundamentals in a clear way. Good old fashion caring and work ethic stand out as two key attributes needed for sales success.

I'm enjoying this on the audio version. It supplies a good pump up, almost like a Gary Vaynerchuk podcast. There is no question that devoting the effort to mastering these fundamentals would be a highly fruitful experience. The glowing praise on the reviews may be a little on the high side though. It's solid but not revolutionary. I'm still giving it five stars for its breadth of content and clarity. This is one of those fundamental books worth listening to at least twice per year to re-acquaint ourselves with some good old fashioned client-centric hustle.

[Fidel Magallón · Rating 5 out of 5]

One of the best books I've read about the mindset of a succesful salesman and the pschology of selling in general in the current world.

Most of the books on this topic are based on dated strategies that no longer work, so this one was a fresh breath of air.

The information that Iannarino provides is aligned with what I've experienced in the field. In a couple words pressure does not work and it's all about providing value and building trust.

Some concepts were new to me and even made think that I've been messing some aspects of the whole process in my career.

This is a must read for anyone that's involved in B2B selling. Wether you're new or old, there's some excellent lessons to be learned from this book.

[Ahmad hosseini · Rating 4 out of 5]

A good book for people who want to start sale.
The author provides good information that changed my mindset about sale and I think this is a good point start.
Author talks about different aspect of a sale job and its challenges and how to overcome them. Communication, negotiation, deal closing, storytelling and etc. are some of those topics. He also talks about change management and leadership, skills that he thinks salesmen must have in this era.

[Omer Powers · Rating 4 out of 5]

Useful intro for the mindset of sales but very little practical "how-tos" regarding cold calling, emails, or meetings. It's more of an overview of what sales is.

An easy read and important reminder of many basic sales rules, but definitely not the only sales guide you will need. Recommend to read this along with "Sales Simplified."

[Firas Ahmad · Rating 5 out of 5]

I great book to start on sales journey

I started a sells job nine months ago and I needed a book to give me a 101 for sells and how to perform well in my new job. The only sales guide you'll ever need was a great start for me. I read the book and listened to the audiobook. I recommend this book for any sales person who is in the field or wants to start new job as sales person.

[Tim Coventry-Cox · Rating 4 out of 5]

Should be considered required reading for anyone who is in a sales or supporting role

So many sales truisms. Mostly, work hard and care and you can succeed. Read it, all of it, if you only use half you are ahead of the competition.

[Giannis Papadopoulos · Rating 5 out of 5]

An excellent book for every salesman, experienced or not. Although the book is mostly b2b-oriented, most of the elements described in the book can be used even by beginners at b2c positions.

Definitely a book I am going to reread as I am advancing as a salesman.

[Goncalo Barata · Rating 2 out of 5]

Very poor book in terms of insights.
Looked more like a motivational book to emphasize leadership in sales teams rather than providing useful insights for a sales leader / professional / team.
Unless you are rookie lvl0, i dont recomend at all

[Ted · Rating 2 out of 5]

Good book for someone new to sales. I agree with content but again very basic and perfect for newer person in sales

[Lee Kicker · Rating 4 out of 5]

Good job

Insightful and concise with real world ideas to take back into the jungle that sales is today. I highly recommend.

[Ryne · Rating 2 out of 5]

Don’t do this, but do that.. a little. Don’t do that a lot, etc.

[Aaron · Rating 5 out of 5]

Has great information on establishing the right mindset, and importantly actions/action points to improve your game

[Santtu Koivumäki · Rating 5 out of 5]

Lives up to its name. Simple, no tricks, no gimmicks.

[Thomas Van Holder · Rating 5 out of 5]

Title says it all!

[Theodore Kinni · Rating 4 out of 5]

A periodic table of the behaviors and skills that you can develop to become a great salespro

[Gillian Laging · Rating 5 out of 5]

I didn't anticipate that this would be such a good read. A worthwhile book that has altered my perspective of sales.

[GUSTAVO SANCHEZ GALARZA · Rating 5 out of 5]

Simple and clear.

It defines what you as a seller must do in order to provide real value to your dream customers n this new environment.

[Mary · Rating 5 out of 5]

Insightful and made quite a few good points. A different way of thinking on approaches of a "salesperson".

[George Davidson · Rating 5 out of 5]

It's not the only Sales Guide you'll ever need, but it's pretty damn good. A. Iannarino nails the need of the modern gen 3 sales rep at the DNA level. Can't wait to start on the closing book.

[Joshua Velte · Rating 5 out of 5]

Fantastic book. This book was a distillation of 5 other sales books I've read over the previous year. Highly recommend

[Ali Arabzadeh · Rating 3 out of 5]

حرفه‌ی فروش و بازاریابی و حتی کلی‌تر از این‌ها کسب‌وکار زمینه‌هایی هستند که پیدا کردن کتاب و حرف درست و درمان در آن‌ها کار ساده‌ای نیست. از یک طرف حجم تولیدات در این زمینه خیلی زیاد است و از طرف دیگر، درست برعکس خیلی از موضوعات دیگر، چهره‌های معروف و کتاب‌های پرفروش لزوماً و بلکه اغلب بهترین‌ها نیستند.
این کتاب را بدون این‌که کسی معرفی کرده باشد و صرفاً به اعتبار ناشر اصلی‌ش، پنگوئن، و ناشر ایرانی‌ش، سیته، و بررسی فهرست‌ش انتخاب کردم و خب، خوش‌بختانه پشیمان نیستم.
البته من عادت کرده‌ام که دنبال منابع و کتاب‌ها و حرف‌هایی باشم که یا ایده‌ی اصلی‌شان بکر است یا صورت‌بندی متفاوتی ارائه کرده‌اند یا دست‌کم تکنیک‌های جدیدی را پیش‌نهاد می‌دهند که خب این کتاب مصداق هیچ‌کدام نیست و شاید به همین خاطر انتخاب بدی هم نبوده است.
این کتاب درآمد درست و به اندازه‌ای به حرفه‌ی فروشندگی‌ست که زیادی شلوغ نمی‌کند، حرف‌های گنده نمی‌زند و ریتم‌ش برای شروع خوب است.
کتاب خوش‌خوان و ساده است و ترجمه اگرچه در بعضی موارد زبان کهنه و تاریخ مصرف‌‌گذشته‌ای دارد ولی اشکالی ایجاد نمی‌کند.

[Denise Griffitts · Rating 5 out of 5]

In Anthony Iannarino's "The Only Sales Guide You'll Ever Need," readers are treated to a transformative approach to sales that goes beyond the norm. The author's emphasis on building authentic relationships and a client-centric mindset sets this book apart in the world of sales literature.

Structured for progressive learning, each chapter addresses specific sales aspects with practical advice and real-world examples. From mastering prospecting to refining negotiation skills, Iannarino covers it all with engaging clarity. What makes this guide truly exceptional is its focus on personal development, emphasizing the importance of resilience, emotional intelligence, and continual self-improvement.

[Margot Note]

"You will yourself to act without the prospect of an immediate reward. Countless distractions can divert your attention from what you need to do. It takes willpower to ignore them and stick to your work, which is sometimes difficult and mundane but always important" (18-19).

"Here's a rule of thumb: in the early states of the sales cycle, any statements that you make about yourself, your product, or your solution should be responses to the client's questions only. If they aren't, you're signaling that you are more interested in selling than in helping the client achieve his desired outcomes" (98).

[Alex Brodsky · Rating 5 out of 5]

Iannarino does a great job explaining 17 different key aspects of sales methods and skills needed to be great in this field. This is a great book for entrepreneurs because they already have many of they key leadership qualities that the author is trying to teach sales people to master as well. I will go back to specific chapters of this book for many years to come and take advice from Anthony's list of 30+ books to read on each subject as well. Great book, looking forward to checking out more of his books as well.