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

ISBN-13: 9781119858942 / Angielski / Twarda / 2022 / 272 str.

Anthony Iannarino

Spis treści

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

O autorze

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of his time drinking coffee, writing, speaking, facilitating workshops, and helping sales organizations transform their outdated, legacy approach with a modern, value-creating approach that buyers appreciate, and one that leads to revenue growth.