Details

Elite Sales Strategies

A Guide to Being One-Up, Creating Value, and Becoming Truly Consultative
1. Aufl.

von: Anthony Iannarino
18,99 €
Verlag:	Wiley
Format:	EPUB
Veröffentl.:	11.04.2022
ISBN/EAN:	9781119858959
Sprache:	englisch
Anzahl Seiten:	272

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Beschreibungen

Titelbeschreibung

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: <ul> <li>A step-by-step approach for how to become “one-up” yourself and what you provide to your clients</li> <li>A healthy analysis of what makes a person or a company “one-down” and tips on how to course correct </li> <li>Strategies, tactics, and talk tracks that will provide you with what you need to become “one-up” </li> <li>Terminology and vocabulary so that you can approach your client with tact and decorum while still addressing the weaknesses of their system </li></ul>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.

Inhaltsverzeichnis

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

Autorenportrait

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.

Back cover copy

PRAISE FOR ELITE SALES STRATEGIES “Anthony Iannarino cracks the code on the real secret to gaining a decisive competitive edge in today’s crowded marketplace. His ‘One-Up’ methodology is a total game changer.” —JEB BLOUNT, CEO of Sales Gravy and author of Sales EQ “Elite Sales Strategies is a modern sales playbook for reps who love being treated as partners instead of vendors. If you hate when prospects commoditize you and your product or service, you need to read this book.” —JASON BAY, Founder, Outbound Squad “The sales world is overcrowded with ‘One-Down’ practitioners. In fact, and as Anthony points out, we all begin in the ‘One-Down’ position. The question is how to move into the rare air of the ‘One-Ups’ and then how to stay there. The practical details in this book show you how to do just that. This isn’t about simply making a decent living in sales; it is about occupying permanent space in the elite world of the ‘One-Ups.’” —JEFF SHORE, President, Shore Consulting “Anthony Iannarino is the second-best sales writer in the world. This is his best work!” —JEFFERY GITOMER, author of The Little Red Book of Selling “‘I know something you don’t know’ is a great game. Elite Sales Strategies provides the strategies and tactics for a truly consultative approach. A must-read!” —CHRIS CHAMPAGNE, CEO, Champagne Consulting Group Inc.