Elite Sales Strategies

Elite Sales Strategies

by Anthony Iannarino
Released April 2022
Publisher(s): Wiley
ISBN: 9781119858942

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Book description

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.

Table of contents

  1. Cover
  2. Title Page
  3. Copyright
  4. Foreword
  5. Preface
  6. Introduction
    1. Three Miles High and One-Down
    2. What Is the One-Up Position?
    3. The Ethics of the One-Up Sale
    4. Inventory: Are You One-Down?
    5. No One Wants a One-Down Partner
    6. Why One-Down Salespeople Lose Deals
    7. One-Up Tactics
    8. A Meeting of Equals
    9. Notes
  7. 1 The Modern Sales Approach
    1. The Legacy Laggard
    2. Legacy Solutions
    3. The Modern Approach
    4. True Confessions of a Legacy Salesperson
    5. How Your Client Knows You Are One-Down
    6. Mistakes to Avoid
    7. The Virtuous Circle of Increasing One-Upness
  8. 2 The One-Up Sales Conversation: Your Only Vehicle for Value Creation
    1. The Commoditization of the Sales Call
    2. The Single Vehicle for Value Creation Is the Sales Conversation
    3. How to Command Your Contact's Attention
    4. How a One-Up Salesperson Creates Value
    5. Starting the New Sales Conversation
    6. Notes
  9. 3 Insights and Information Disparity
    1. Trade Secrets
    2. The New Information Disparity
    3. You Don't Know What You Don't Know
    4. The New Information Disparity in Six Questions
    5. The Value of Being One-Up and Information Disparity
    6. Learning from Yourself
  10. 4 Supporting Client Discovery
    1. Why “Best Practices” Fail
    2. A Modern Discovery Call
    3. How to Help Your Client Discover
  11. 5 Your Role as a Sense Maker
    1. The Value of a Higher-Resolution Lens
    2. Complexity, Confusion, and Paralysis
    3. One-Up Sense-Making: Opening Up the Aperture
    4. Handling Your Habitat
    5. Sense-Making and One-Upness
    6. Start Making Sense
    7. Why Decision Makers and Decision Shapers Seek Trusted Advisors
    8. Notes
  12. 6 The Advantage of Your Vantage Point
    1. Your Sales Problem Is a Buying Problem
    2. The Worst Advice for Salespeople
    3. Why Buyers Can't Buy
    4. A Facilitated, Needs-Based Buyer's Journey
    5. Maps of the Sales Conversation
    6. Obstacles and Pitfalls
    7. Agility and Your (Ad)vantage Point
  13. 7 Building Your One-Upness
    1. Obliterating Assumptions
    2. Identifying Implications
    3. Erasing Mistakes in Advance
    4. Constructing the Context for Decisions
    5. The Sources of Power
    6. Where to Find Insights
    7. If You Are Not One-Up You Are One-Down
    8. Notes
  14. 8 One-Up Guide to Offering Advice and Recommendations
    1. Things to Consider When Providing Advice
    2. How to Teach Your Prospective Clients to Take Your Advice
    3. Giving Advice: Two Tactics
    4. The Advice and Recommendations You Must Provide
    5. The Trading Value Rule
  15. 9 The One-Up Obligation to Proactively Compel Change
    1. The State of Uncertainty in the Sales Sequence
    2. Unaddressed Uncertainty in Legacy Sales
    3. Why Clients Resist Change
    4. Creating Certainty to Compel Change
    5. Our Immunity to Change
    6. Individual Immunities Expressed as Objections
    7. Urgently Pursuing Urgency
    8. Addressing Negative Consequences
    9. Bringing the Future Forward
    10. Notes
  16. 10 Triangulation Strategy: Helping Clients Decide While Avoiding Competition
    1. The Value Continuum
    2. Singing Their Praises and Confessing Their Sins
    3. Four Models of Value
    4. Fighting on Two Fronts
    5. A Choice of Two Concessions
    6. Buyer's Remorse
    7. Teaching the Models and One-Up Positioning
  17. 11 Being One-Up Helps Your Clients Change
    1. How to Be Truly Consultative
    2. How to Present and Propose Your Initiative
  18. 12 Advice for Those Who Are Presently One-Down
    1. The Starting Line: Intentionally Intentional
    2. The One-Up Mindset
    3. Organizing Your Insights
    4. A One-Up Curriculum
  19. Top Secret
    1. 13 The Secret Chapter
      1. How to Position Yourself
      2. How to Engage in Narrative Warfare
      3. How to Expose Your Client's Lack of Knowledge and Experience
      4. How to Control the Sales Conversation
      5. How to Level the Playing Field with Senior Leaders
      6. How to Help Your Client Avoid a Bad Decision
      7. How to Help Those Who Refuse to Learn
      8. New Beginnings
  20. The Modern Sales Approach
  21. Acknowledgments
  22. About the Author
  23. Index
  24. End User License Agreement

Product information

  • Title: Elite Sales Strategies
  • Author(s): Anthony Iannarino
  • Release date: April 2022
  • Publisher(s): Wiley
  • ISBN: 9781119858942