A (Third) Meeting of the Minds with Anthony Iannarino


Episode Sponsored By: The Why and The Buy podcast

Guest Expert

If a sales genius just flies into town and wants to record with you, the only answer is yes.

Jeffrey and Jennifer struck while the iron is hot and Anthony Iannarino, author of The Sales Blog and Eat Their Lunch: Winning Customers Away from Your Competition comes to the Gitomer studios to speak on the world of sales as whole.

This conversation is for sales people of all ages and skill levels as Anthony, Jeffrey and Jen talk about the do’s and dont’s of meeting the decision maker. Take notes as Anthony gives you the secret to making money in sales.



This episode is brought to you by, The Why and The Buy, hosted by Jeff Bajorek and Christie Walters. They interview entrepreneurs and sales experts to find out the why behind their success. Listen on Apple Podcasts or wherever you get your podcasts.



On today’s show…

05:48 – “I started doing things for people, instead of doing things for people” – Anthony Iannarino on when things changed for him in sales

09:14 – What are Anthony’s 4 levels of value creation?

15:56 – Anthony’s tips for getting the first meeting with the decision maker.

20:10 – What does Anthony believe are some of the habits that sales people should break?

24:50 – Why Anthony believes it’s important to be a 52% subject matter expert?



More on today’s guest

Anthony Iannarino is a man who wants to help individuals who don’t have access to professional training or development through their companies or those who want to pursue their own personal and professional growth. Anthony is also an Adjunct Faculty member at Capital University’s School of Management and Leadership where I teach Personal Selling, Social Media Marketing, and Persuasive Marketing in the MBA program.



Figuring out why people buy, is a thousand times more powerful than knowing how to sell. This eBook will give you the insight that will allow you to uncover the genuine buying motive of your customer, every time.




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