book

Elite Sales Strategies

by Anthony Iannarino

April 2022

Beginner

272 pages

5h 24m

English

Wiley

Audiobook available

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Three Miles High and One-DownWhat Is the One-Up Position?The Ethics of the One-Up SaleInventory: Are You One-Down?No One Wants a One-Down PartnerWhy One-Down Salespeople Lose DealsOne-Up TacticsA Meeting of EqualsNotes
The Legacy LaggardLegacy SolutionsThe Modern ApproachTrue Confessions of a Legacy SalespersonHow Your Client Knows You Are One-DownMistakes to AvoidThe Virtuous Circle of Increasing One-Upness
The Commoditization of the Sales CallThe Single Vehicle for Value Creation Is the Sales ConversationHow to Command Your Contact's AttentionHow a One-Up Salesperson Creates ValueStarting the New Sales ConversationNotes
Trade SecretsThe New Information DisparityYou Don't Know What You Don't KnowThe New Information Disparity in Six QuestionsThe Value of Being One-Up and Information DisparityLearning from Yourself
Why “Best Practices” FailA Modern Discovery CallHow to Help Your Client Discover

The Value of a Higher-Resolution LensComplexity, Confusion, and ParalysisOne-Up Sense-Making: Opening Up the ApertureHandling Your HabitatSense-Making and One-UpnessStart Making SenseWhy Decision Makers and Decision Shapers Seek Trusted AdvisorsNotes
Your Sales Problem Is a Buying ProblemThe Worst Advice for SalespeopleWhy Buyers Can't BuyA Facilitated, Needs-Based Buyer's JourneyMaps of the Sales ConversationObstacles and PitfallsAgility and Your (Ad)vantage Point
Obliterating AssumptionsIdentifying ImplicationsErasing Mistakes in AdvanceConstructing the Context for DecisionsThe Sources of PowerWhere to Find InsightsIf You Are Not One-Up You Are One-DownNotes
Things to Consider When Providing AdviceHow to Teach Your Prospective Clients to Take Your AdviceGiving Advice: Two TacticsThe Advice and Recommendations You Must ProvideThe Trading Value Rule
The State of Uncertainty in the Sales SequenceUnaddressed Uncertainty in Legacy SalesWhy Clients Resist ChangeCreating Certainty to Compel ChangeOur Immunity to ChangeIndividual Immunities Expressed as ObjectionsUrgently Pursuing UrgencyAddressing Negative ConsequencesBringing the Future ForwardNotes
The Value ContinuumSinging Their Praises and Confessing Their SinsFour Models of ValueFighting on Two FrontsA Choice of Two ConcessionsBuyer's RemorseTeaching the Models and One-Up Positioning
How to Be Truly ConsultativeHow to Present and Propose Your Initiative
The Starting Line: Intentionally IntentionalThe One-Up MindsetOrganizing Your InsightsA One-Up Curriculum
How to Position YourselfHow to Engage in Narrative WarfareHow to Expose Your Client's Lack of Knowledge and ExperienceHow to Control the Sales ConversationHow to Level the Playing Field with Senior LeadersHow to Help Your Client Avoid a Bad DecisionHow to Help Those Who Refuse to LearnNew Beginnings

Content preview from Elite Sales Strategies

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Warning: The following chapter contains extreme One-Up tactics that may not be suitable for all audiences.

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Elite Sales Strategies

Anthony Iannarino

High Performance Sales Strategies

Russell Ward

The Ultimate Guide to Sales Training: Potent Tactics to Accelerate Sales Performance

Dan Seidman

Aligning Strategy and Sales

Frank Cespedes

Publisher Resources

ISBN: 9781119858942Purchase Link

Become an O’Reilly member and get unlimited access to this title plus top books and audiobooks from O’Reilly and nearly 200 top publishers, thousands of courses curated by job role, 150+ live events each month,and much more.

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Elite Sales Strategies

High Performance Sales Strategies

The Ultimate Guide to Sales Training: Potent Tactics to Accelerate Sales Performance

Aligning Strategy and Sales

Publisher Resources

Become an O’Reilly member and get unlimited access to this title plus top books and audiobooks from O’Reilly and nearly 200 top publishers, thousands of courses curated by job role, 150+ live events each month,
and much more.