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

by Anthony Iannarino (Author)

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.

Front Jacket

In Elite Sales Strategies: A Guide to Being One-Up, Creating Value, and Becoming Truly Consultative, veteran sales leader and bestselling author Anthony Iannarino delivers an incisive and eye-opening roadmap to commercial success. The book teaches sales professionals to approach every sale from a position of authority and expertise. Emphasizing an ethical obligation towards the client that demands nuanced and helpful advice, salespeople will learn to fully utilize their strength

This guidebook demonstrates how salespeople can put themselves in a "One-Up" position, helping companies and individuals course-correct by offering the advantages that they deliver. A step-by-step approach to becoming "One-Up" appears alongside crucial strategies, tactics, and talk tracks to help further salespeople's objectives. Readers will also find helpful terminology and vocabulary that allows them to approach their clients with tact while still addressing the weaknesses of their systems.

The tactics contained within offer concrete ways for readers to serve their clients, share their expertise, and guide their clients to achieve positive results. Elite Sales Strategies empowers sales professionals to transform clients who find themselves in a "One-Down" position--due to poor decision-making, inadequate understanding of the market, or simply bad luck--to "One-Up" themselves.

Ideal for all professionals engaged in business-to-business sales, Elite Sales Strategies is a no-nonsense, effective, and principled blueprint to selling that will have an immediate impact on sales results. It's also a must-read for executives, managers, and operations professionals seeking to improve their sales-related skills.

Back Jacket

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.

Author Biography

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.