Elite Sales Strategies: A Guide to Being One-Up, Creating Value, and Becoming Truly Consultative

  • 3h 47m
  • Anthony Iannarino
  • John Wiley & Sons (US)
  • 2022

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.

About the Author

Anthony Iannarino (Westerville, OH; thesalesblog.com) is the founder of B2B Sales Coach & Consultancy—a boutique sales coaching and consulting firm with a focus on helping salespeople and sales organizations grow, develop, and reach their full potential. He is the bestselling author of several books and an Adjunct Faculty member at Capital University’s School of Management and Leadership where he teaches Personal Selling, Social Media Marketing, and Persuasive Marketing in the MBA program.

In this Book

  • Foreword
  • Preface
  • Introduction
  • The Modern Sales Approach
  • The One-Up Sales Conversation—Your Only Vehicle for Value Creation
  • Insights and Information Disparity
  • Supporting Client Discovery
  • Your Role as a Sense Maker
  • The Advantage of Your Vantage Point
  • Building Your One-Upness
  • One-Up Guide to Offering Advice and Recommendations
  • The One-Up Obligation to Proactively Compel Change
  • Triangulation Strategy—Helping Clients Decide While Avoiding Competition
  • Being One-Up Helps Your Clients Change
  • Advice for Those Who Are Presently One-Down
  • The Secret Chapter
  • The Modern Sales Approach