Tag: 杭州滨江楼风

first_imgToday, October 11, 2019, marks three years since I published my first book, The Only Sales Guide You’ll Ever Need. My primary outcome when writing this book was to ensure that it would stand the test of time (which is why I don’t follow fads like social selling and look instead for trend-lines that provide a sense of direction and suggest an evolutionary change).I had been writing this blog for five years when a publisher asked me for a book. At the time, I didn’t feel I needed to write a book. I was writing a post every day, and at five hundred words a day, I was already writing the equivalent of three books a year, a book being roughly sixty-thousand words. Because readers kept sending me notes asking me to write a book, I drafted a book with the working title 21 Elements: The Periodic Table of Sales Success. I hired an editor to help me with development and ended up with only seventeen of my original twenty-one elements.The publisher read the book and hated it. He asked me why I would make the first chapter Self-Discipline, in his words, “when everyone hates self-discipline.” He continued sharing his thoughts, aiming for the third chapter, titled: Caring. Has said, “What does caring have to do with selling?” At this point, I realized the call wasn’t going as well as I hoped it would.Rather than try to argue about each chapter, I asked him a question, even though I knew the answer. I asked, “Have you ever sold or led a sales force?” He confessed he had not. I followed up by telling him, “I have never published a book, so I will count on you to have a deep understanding of that, and you’ll have to trust that I understand my subject.” He countered by asking me if he could compile several blog posts into a book, and idea that had no interest to me whatsoever.Going It AloneAt that moment, I decided to publish the book myself. I hired an editor and spent the next six months writing and editing the text. My editor helped me clean up the book, polishing sentences and paragraphs. At one point, he told me to delete chapter seventeen, which he said added nothing. I rewrote it from scratch.Six weeks from the publication date, I received a direct message on Twitter from an acquisition editor from my publisher asking me why I hadn’t written a book. I DM’d back that I had, and he suggested he couldn’t find it. I told him I was six weeks away from publication. We had a phone call, and he shared with me that he hated my title, and we agreed I would send him the book. A few days later, I signed with my publisher, who immediately recognized the book as a competency model. We published the book, and it became an Amazon.com and the USA Today national bestseller.Why I Love This BookI get notes and emails from people who read my books and this blog. The notes about my second book, The Lost Art of Closing, always include something about how much more money the person is making because they learned to control the process and trade value. The emails about book three, Eat Their Lunch, always suggest that the writer is booking more meetings and winning more and bigger deals. But TOSG brings different feedback.Most of the notes about this book say that not only did it improve their sales, but it also made them a better parent, spouse, and person. The first half of the book is designed to do just that; improve your intangibles, like Self-Discipline, Optimism, Caring, Competitiveness, Resourcefulness, Persistence, Initiative, Communication, and Accountability.Who you are matters much more than what you do or what you sell. Success in sales is individual, not situational.There is not a single novel idea in The Was Only Sales Guide. The only novelty in the book is the competency model that I constructed out of character traits and skills that are all well-recognized and documented. Because the ideas are so well documented, I included a reading list at the end of every chapter for people who need to go deeper in any area.Learn Anthony’s core strategies & tactics for sales success at any level with The Only Sales Guide You’ll Ever NeedTOSG is a sales book. So all the Mindset chapters in the first half of the book are all written for a salesperson. The second half of the book is made up of the skills necessary to succeed in sales, and I added a few that have merged as being critical to success, even though they are not widely taught or trained. In that half, you find Closing, Prospecting, Storytelling, Diagnosing, Negotiating, Business Acumen, Change Management, and Leadership. The last three of these skills are differentiators for a salesperson—especially when coupled with the Mindset chapters.On my first book’s third birthday, I can’t imagine writing about anything else. When you pick it up, email me at Anthony iannarino.com so that I can send you the workbook. Essential Reading! Get my 2nd book: The Lost Art of Closing “In The Lost Art of Closing, Anthony proves that the final commitment can actually be one of the easiest parts of the sales process—if you’ve set it up properly with other commitments that have to happen long before the close. The key is to lead customers through a series of necessary steps designed to prevent a purchase stall.” Buy Nowlast_img read more

first_imgLakers win 9th straight, hold off Pelicans SEA Games: PH beats Indonesia, enters gold medal round in polo Perasol praised UP’s resolve as it crawled back from a 19-5 deficit in the first quarter.“We started flat but we calmed down ourselves and it was good that we were able to bounce back and it all started with our defense,” he said.However, the Fighting Maroons almost squandered the victory as they lost hold of a 58-55 edge after a Jun Manzo layup with 24.4 ticks on the clock.Munsayac drove for a layup, followed by a steal and a fastbreak from Juju Bautista to push EAC up, 59-58 with 12.7 seconds remaining.That, however, was answered right back by Dario on the other end for the game-winner.ADVERTISEMENT South Korea to suspend 25% of coal plants to fight pollution Sports Related Videospowered by AdSparcRead Next Cayetano dares Lacson, Drilon to take lie-detector test: Wala akong kinita sa SEA Games Filoil: San Beda charges to 1st win with Lyceum rout For the complete collegiate sports coverage including scores, schedules and stories, visit Inquirer Varsity. ‘Coming Home For Christmas’ is the holiday movie you’ve been waiting for, here’s why The Generals still had a chance to force overtime, but Francis Munsayac flubbed a jumper as the buzzer sounded.“It was a lucky shot by Diego,” said coach Bo Perasol of the shot. “I think we closed the game really bad but Diego’s shot bailed us out.”FEATURED STORIESSPORTSSEA Games: Biñan football stadium stands out in preparedness, completionSPORTSMalditas save PH from shutoutSPORTSPrivate companies step in to help SEA Games hostingDario finished with 14 points on a 4-of-8 sniping from threes, while Paul Desiderio led the Fighting Maroons with 18 markers, four rebounds, and two assists as the Diliman crew racked their third straight win.Juan Gomez de Liaño chipped in nine points, eight boards, and three dimes in the victory. LATEST STORIEScenter_img Jerome Garcia led the Generals (1-3) with 11 points, seven rebounds, and three assists, while Munsayac had 11 markers, four boards, and two dimes.The Scores:UP 61 – Desiderio 18, Dario 14, Gomez de Liaño 9, Lim 6, Manzo 5, Vito 5, Quattara 4, Webb 1, Ricafort 0, Harris 0, Prado 0, Romero 0.EAC 59 – Garcia 11, Munsayac 11, Onwubere 10, Laminou 8, Guzman 6, Bautista 5, Diego 4, Pascua 2, Gonzales 2, J. Mendoza 0, I. Mendoza 0, Tampoc 0, Corilla 0, Neri 0.Quarters: 6-19, 24-29, 41-39, 61-59. Pagasa: Kammuri now a typhoon, may enter PAR by weekend Photo by Tristan Tamayo/INQUIRER.netDiego Dario banked the go-ahead three from the top of the arc to rescue University of the Philippines from the clutches of Emilio Aguinaldo College, 61-59, for its third win in the 2017 Filoil Flying V Preseason Premier Cup Wednesday Filoil Flying V Centre in San Juan.The fourth-year guard took the spotlight in the frantic finish as he rose for the game-winner against the trailing defense of Sidney Onwubere with 7.7 seconds left.ADVERTISEMENT LOOK: Vhong Navarro’s romantic posts spark speculations he’s marrying longtime GF Panelo suggests discounted SEA Games tickets for students PLAY LIST 01:35Panelo suggests discounted SEA Games tickets for students02:49Robredo: True leaders perform well despite having ‘uninspiring’ boss02:42PH underwater hockey team aims to make waves in SEA Games01:44Philippines marks anniversary of massacre with calls for justice01:19Fire erupts in Barangay Tatalon in Quezon City01:07Trump talks impeachment while meeting NCAA athletes MOST READ More than 5,000 measles deaths in DR Congo this year — WHO Don’t miss out on the latest news and information. View commentslast_img read more