Summary: Episode 18 – On Sales Fundamentals with Kelly Riggs (http://thesalesblog.com/blog/2013/06/15/episode-18-on-sales-fundamentals-with-kelly-riggs/) is a post from: The Sales Blog | S. Anthony Iannarino (http://thesalesblog.com) Kelly Riggs is an author, speaker, coach, and consultant. We’re both part of a big sales tribe where we share each other’s work, share relationships and leads, and generally work to support each other. Kelly just released his new book, Quit Whining and Start Selling (http://www.amazon.com/Whining-Start-Selling-Step--ebook/dp/B00CX7P34G/ref=nosim/iannarinosqua-20), so I asked him to join me In the Arena to talk about excuses that salespeople make, how your clients to try to sell you on price, the importance of qualifying, and some of the factors of relationships of value. Show Notes * Kelly Riggs (http://www.1on1selling.com/blog/) * Kelly on Twitter (https://twitter.com/kellyriggs) * Quit Whining and Start Selling: A Step-By-Step Guide to a Hall of Fame Career in Sales (http://www.amazon.com/Whining-Start-Selling-Step--ebook/dp/B00CX7P34G/ref=nosim/iannarinosqua-20) (affiliate link)
