Elite Sales Strategies: A Guide to Being One–Up, C reating Value, and Becoming Truly Consultative

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A Iannarino

Elite Sales Strategies

A Guide to Being One–Up, C reating Value, and Becoming Truly Consultative

A Iannarino

$46.95

Hardback

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English

John Wiley & Sons Inc
15 March 2022

Business & management

Accelerate your sales career with this how-to book from an expert in sales

In Elite Sales Strategies, expert sales leader Anthony Iannarino offers his philosophy about becoming a commercial success. This guidebook provides unique insights into how to approach every sale by serving your clients from a position of authority and expertise. As Iannarino himself notes, this technique speaks to an ethical obligation towards your client, combining ethics and tactics to help place you in a position where your strengths can be fully utilized.

This guidebook suggests putting yourself in a “one-up” position, where you, as the salesperson, come to a client in a position of authority and strength, where you yourself are qualified to offer nuanced and helpful advice to companies that have put themselves in a “one-down” position, whether that be by bad decision-making, poor understanding of the marketplace, or bad luck. At its heart, this book suggests you find the advantages that you can provide that will, in turn, help your client become “one-up” themselves in their own field and ensure they achieve the better results they need. In addition, Elite Sales Strategies provides readers with:

A step-by-step approach for how to become “one-up” yourself and what you provide to your clients A healthy analysis of what makes a person or a company “one-down” and tips on how to course correct Strategies, tactics, and talk tracks that will provide you with what you need to become “one-up” Terminology and vocabulary so that you can approach your client with tact and decorum while still addressing the weaknesses of their system As a successful international speaker, author, and sales leader, Anthony Iannarino brings a unique set of skills to bear in this book. Iannarino's tried-and-true methodology is an ideal resource for sales professionals in all fields, as well as for executives and managers looking to improve their sales success and position within the business world.

By: A Iannarino
Imprint: John Wiley & Sons Inc
Country of Publication: United States
Dimensions: Height: 235mm, Width: 158mm, Spine: 21mm
Weight: 550g
ISBN: 9781119858942
ISBN 10: 1119858941
Pages: 272
Publication Date: 15 March 2022
Audience: Professional and scholarly , Undergraduate
Format: Hardback
Publisher's Status: Active

Foreword by Charlie Green vii Preface xi Introduction 1 Chapter 1 The Modern Sales Approach 15 Chapter 2 The One-Up Sales Conversation: Your Only Vehicle for Value Creation 31 Chapter 3 Insights and Information Disparity 49 Chapter 4 Supporting Client Discovery 65 Chapter 5 Your Role as a Sense Maker 85 Chapter 6 The Advantage of Your Vantage Point 101 Chapter 7 Building Your One-Upness 119 Chapter 8 One-Up Guide to Offering Advice and Recommendations 137 Chapter 9 The One-Up Obligation to Proactively Compel Change 157 Chapter 10 Triangulation Strategy: Helping Clients Decide While Avoiding Competition 175 Chapter 11 Being One-Up Helps Your Clients Change 191 Chapter 12 Advice for Those Who Are Presently One-Down 207 Top Secret 223 Chapter 13 The Secret Chapter 225 The Modern Sales Approach 241 Acknowledgments 243 About the Author 245 Index 247

ANTHONY IANNARINO spent twenty years selling and leading a sales force in the highly-commoditized industry of staffing before becoming a writer and publishing daily at thesalesblog.com. During his time in sales, he recognized the strongest differentiation for a salesperson is their ability to create value for their prospective client within the sales conversation. Anthony spends much of his time drinking coffee, writing, speaking, facilitating workshops, and helping sales organizations transform their outdated, legacy approach with a modern, value-creating approach that buyers appreciate, and one that leads to revenue growth.

LATEST DISCOUNTS & SALES: PROMOTIONS

Elite Sales Strategies

A Guide to Being One–Up, C reating Value, and Becoming Truly Consultative

A Iannarino

$46.95

Hardback

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