Elite Sales Strategies: A Guide to Being One-Up, Creating Value, and Becoming Truly Consultative
- 6h 48m 33s
- Anthony Iannarino
- ASCENT
- 2022
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.
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 listeners 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"; and terminology and vocabulary so that you can approach your client with tact and decorum while still addressing the weaknesses of their system.
About the Author
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of his time drinking coffee, writing, speaking, facilitating workshops, and helping sales organizations transform their outdated, legacy approach with a modern, value-creating approach that buyers appreciate, and one that leads to revenue growth.
In this Audiobook
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Introduction
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Chapter 1 - The Modern Sales Approach
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Chapter 2 - The One-Up Sales Conversation: Your Only Vehicle for Value Creation
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Chapter 3 - Insights and Information Disparity
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Chapter 4 - Supporting Client Discovery
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Chapter 5 - Your Role as a Sense Maker
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Chapter 6 - The Advantage of Your Vantage Point
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Chapter 7 - Building Your One-Upness
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Chapter 8 - One-Up Guide to Offering Advice and Recommendations
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Chapter 9 - The One-Up Obligation to Proactively Compel Change
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Chapter 10 - Triangulation Strategy: Helping Clients Decide While Avoiding Competition
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Chapter 11 - Being One-Up Helps Your Clients Change
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Chapter 12 - Advice for Those Who Are Presently One-Down
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Chapter 13 - The Secret Chapter
