{"product_id":"elite-sales-strategies-a-guide-to-being-one-up-creating-value-and-becoming-truly-consultative-hardback-9781119858942","title":"Elite Sales Strategies; A Guide to Being One-Up, Creating Value, and Becoming Truly Consultative (Hardback) 9781119858942","description":"\u003cfont face=\"Georgia\"\u003e\r\n\u003cp\u003e\u003cfont size=\"6\"\u003eElite Sales Strategies\u003c\/font\u003e\u003cbr\u003e\r\n\u003cfont size=\"5\"\u003eA Guide to Being One-Up, Creating Value, and Becoming Truly Consultative\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\r\n\r\n\r\n\u003cp\u003e\u003cfont size=\"4\"\u003eAnthony Iannarino (Author)\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003e9781119858942, Wiley\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003eHardback, published 21 June 2022\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003e272 pages\u003cbr\u003e22.6 x 15.2 x 2.5 cm, 0.454 kg\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\r\n\r\n\r\n\r\n\u003cp align=\"justify\"\u003e\u003cstrong\u003e\u003cfont size=\"3\"\u003e\u003cp\u003e\u003cb\u003eAccelerate your sales career with this how-to book from an expert in sales \u003c\/b\u003e \u003c\/p\u003e\n\u003cp\u003eIn \u003ci\u003eElite Sales Strategies\u003c\/i\u003e, 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.  \u003c\/p\u003e\n\u003cp\u003eThis 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, \u003ci\u003eElite Sales Strategies\u003c\/i\u003e provides readers with:  \u003c\/p\u003e\n\u003cul\u003e \u003cli\u003eA step-by-step approach for how to become “one-up” yourself and what you provide to your clients\u003c\/li\u003e \u003cli\u003eA healthy analysis of what makes a person or a company “one-down” and tips on how to course correct \u003c\/li\u003e \u003cli\u003eStrategies, tactics, and talk tracks that will provide you with what you need to become “one-up” \u003c\/li\u003e \u003cli\u003eTerminology and vocabulary so that you can approach your client with tact and decorum while still addressing the weaknesses of their system \u003c\/li\u003e\n\u003c\/ul\u003e\n\u003cp\u003eAs 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.\u003c\/p\u003e\u003c\/font\u003e\u003c\/strong\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003e\u003cp\u003eForeword by Charlie Green vii\u003c\/p\u003e \u003cp\u003ePreface xi\u003c\/p\u003e \u003cp\u003eIntroduction 1\u003c\/p\u003e \u003cp\u003eChapter 1 The Modern Sales Approach 15\u003c\/p\u003e \u003cp\u003eChapter 2 The One-Up Sales Conversation: Your Only Vehicle for Value Creation 31\u003c\/p\u003e \u003cp\u003eChapter 3 Insights and Information Disparity 49\u003c\/p\u003e \u003cp\u003eChapter 4 Supporting Client Discovery 65\u003c\/p\u003e \u003cp\u003eChapter 5 Your Role as a Sense Maker 85\u003c\/p\u003e \u003cp\u003eChapter 6 The Advantage of Your Vantage Point 101 Chapter 7 Building Your One-Upness 119\u003c\/p\u003e \u003cp\u003eChapter 8 One-Up Guide to Offering Advice and Recommendations 137\u003c\/p\u003e \u003cp\u003eChapter 9 The One-Up Obligation to Proactively Compel Change 157\u003c\/p\u003e \u003cp\u003eChapter 10 Triangulation Strategy: Helping Clients Decide While Avoiding Competition 175\u003c\/p\u003e \u003cp\u003eChapter 11 Being One-Up Helps Your Clients Change 191\u003c\/p\u003e \u003cp\u003eChapter 12 Advice for Those Who Are Presently One-Down 207\u003c\/p\u003e \u003cp\u003eTop Secret 223\u003c\/p\u003e \u003cp\u003eChapter 13 The Secret Chapter 225\u003c\/p\u003e \u003cp\u003eThe Modern Sales Approach 241\u003c\/p\u003e \u003cp\u003eAcknowledgments 243\u003c\/p\u003e \u003cp\u003eAbout the Author 245\u003c\/p\u003e \u003cp\u003eIndex 247\u003c\/p\u003e\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003eSubject Areas: Business \u0026amp; management [\u003ca title=\"See our other books on Business \u0026amp; management\" href=\"https:\/\/freshlyprintedbooks.co.uk\/search?q=%22Business%20\u0026amp;%20management%20%5BKJ%5D%22\"\u003eKJ\u003c\/a\u003e]\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\r\n\u003c\/font\u003e","brand":"Wiley","offers":[{"title":"Brand New","offer_id":52453539774744,"sku":"9781119858942","price":17.27,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0730\/2037\/5320\/files\/9781119858942.jpg?v=1785286051","url":"https:\/\/freshlyprintedbooks.co.uk\/products\/elite-sales-strategies-a-guide-to-being-one-up-creating-value-and-becoming-truly-consultative-hardback-9781119858942","provider":"Freshly Printed Books","version":"1.0","type":"link"}